Exam 2: Building Partnering Relationships

What is the first phase in the development of a partnering relationship between buyer and seller?

What type of selling relationship exists when the time horizon is short-term, the level of trust is low, and the nature of the relationship is bargaining?

Which of the following is NOT a phase of relationship development for a seller and a buyer?

Corning's Erwin, New York plant produces ceramic parts. Since entering a strategic partnership with a cardboard box manufacturer, it has saved about $10 million, and the box manufacturer has tripled its sales. According to the text, one of the reasons a long-term relationship like this would survive for so long is the:

Discuss the following statement: "Partnering-oriented salespeople are value creators."

The salesperson for Fashion Seal Uniforms is telling the owner of fifteen retirement homes how important it is that caregivers have clean and attractive uniforms that will withstand countless hot water washes. The salesperson has brought several styles of uniforms that have been washed hundreds of times to show how well his company's uniforms are made. The owner of the retirement homes tells the salesperson that she is planning on opening one new center every six months for the next ten years and will need a lot of uniforms. Then the owner agrees to buy six, but with no commitment to extend the relationship. This is an example of which stage of the relationship development process?

Zero Zone, Inc. manufactures and sells display refrigeration and freezer units to supermarkets. When the supermarket manager called one of Zero Zone's salespeople and told him that his Zero Zone rear load refrigeration display unit needed to be defrosted about three times more than was normal, the salesperson immediately cancelled his dinner plans and drove to the market. There the salesperson worked for two hours installing a new oversized coil to fix the problem. This example illustrates which factor needed for the development of mutual trust?

Which of the following is the BEST example of a solo market exchange?

What is required of each partner in a strategic partnership?

During which stage in the evolution of personal selling was the role of the salesperson to serve as provider?

Strategic partnerships do not necessarily mean __________________ for either buyer or seller.

Why is maturity critical for a successful partnering relationship?

Boundary-spanning employees are only needed in the early stages of the development of the buyer-seller relationship.

The market exchange is the highest level of long-term relationship that a buyer and seller can commit to.

Strategic partnerships are created to:

In many parts of the world, what is required before a strategic partnership can be established?

Although each of the eras of the evolution of personal selling is associated with a particular time period, all of the various roles for salespeople still exist.

During the production era, the primary activity for salespeople was to:

In the ______ stage of the relationship development process, the owner of several retirement centers has agreed that Fashion Seal Uniforms will be the only uniforms worn by her more than 300 employees. The salesperson for Fashion Seal has agreed to make some modifications in the uniforms to suit the needs of the retirement center personnel. Both participants view this as a long-term relationship built on mutual trust.

During the _____ era of the evolution of personal selling, the role of salespeople was to aggressively convince buyers to buy products.