Exam 2: Building Partnering Relationships

Which of the following statements about the relationships between buyers and sellers is true?

What have strategic partners committed to when both parties spend money to improve each other's products and services?

Common goals:

Which of the following statements about the partnering stage of the evolution of personal selling is true?

The salesperson for Spectrum Pool Products sent the buyer for a chain of store that was one of his biggest customers a newspaper clipping of the buyer's son showing the boy after he hit a grand slam in a Little League game and a congratulatory card. Which of the following factors involved in developing trust would be most affected by this gesture?

For many years thousands of loyal fans followed the Grateful Dead around the country, rarely missing a concert. These fans, known as "Dead Heads" were ___________ loyal.

Corina almost always shops at Gas-N-Go. She finds it to be easy to access from the highway, likes the people and receives special discounts as a frequent customer. Corina is less likely to shop around for her next purchase because Gas-N-Go has reduced the hassle, thereby:

The primary objective of the partnering-oriented salesperson is to:

How does a salesperson demonstrate competence to a customer?

When salespeople and buyers trust each other, they:

Lead users face and resolve problems after the rest of the marketplace has addressed these needs.

A few years ago, the salesperson for a glass bottle manufacturer suggested to the H.J. Heinz Company that it needed to redesign its catsup bottle to improve yields on the bottle-filling line and to make the bottle lighter. Because Heinz's purchasing agent and the salesperson for the glass bottle manufacturer were engaged in ____, Heinz readily implemented the salesperson's suggestions and saw increased savings.

During the _____ era of the evolution of personal selling, salespeople took on the role of problem solver and became responsible for identifying the customers' needs and demonstrating how their products would satisfy those needs.

The only stage of the relationship development process that may not occur in every relationship is the _____ phase.

Common goals:

Franco raises fish as a hobby. For the last nine years he has gone to Fins-to-You, a local pet store that specializes in tropical fish and aquarium supplies for all of his needs--from fish food to aquarium heaters to replacement fish. Which of the following terms best describes the relationship Franco has with Fins-to-You?

Zero Zone, Inc. manufactures and sells display refrigeration and freezer units to supermarkets. When its salespeople use federal government research information and trade data to explain to customers why 3-inch thick CFC-free urethane insulation is important for keeping products fresh, the salesperson is demonstrating which factor used to develop mutual trust?

Zero Zone, Inc. manufactures and sells display refrigeration and freezer units to supermarkets. The manufacturer is successful because it is able to make promises like its all-steel construction with 3-inch thick CFC-free urethane insulation is the thickest in the industry and keep them. All customers know that Zero Zone's salespeople and its products live up to all the promises made. This is an illustration of which factor necessary for mutual trust to develop?

The nature of the relationship between the salesperson and his or her customer in a strategic partnership can be described as:

Universities constantly send information, promotions and solicitations to their graduates, even recent graduates who are unlikely to make major donations to the school. Universities know if they can create loyalty, the _______________________ or sum of graduates' purchases and donations over their entire life can be considerable.