Exam 2: Building Partnering Relationships

A(n) ___________ profit is the selling price minus cost of goods sold and selling costs.

For which of the following transactions would a functional relationship between the buyer and seller be LEAST appropriate?

Baxter Healthcare is a leading supplier of hospital products. It has entered into a strategic partnership with many of the hospitals it serves. Baxter supplies them with one-day delivery service of quality products and inventory management assistance. In return, the hospitals give Baxter all of their business. The foundation of their relationships is trust, which is based on:

Jenkins is a new sales rep for Aber technology. His company has developed a series of sophisticated programs in conjunction with another company. He learns these _____________ are specific to the relationship with the other company and cannot be easily transferred to another project he would like to work on.

As Azi traveled across the state of Tennessee, he stopped and bought gas, a soda and a bag of corn chips at a small convenience store that he will probably never visit again. Azi engaged in a:

What are the characteristics of relational partnerships?

When will the dissolution phase most likely occur in a partnering relationship?

Bonnie's Doughnut Factory produces a variety of breakfast sweets like those frequently sold at convenience stores. Drivers from Bonnie's sell the snacks on established routes all over the tri-state area. Since the company professes to have a relationship marketing philosophy with its customers, we should expect which employees to be oriented toward providing customer satisfaction?

Which of the following statements about functional relationships is true?

In the _____ era of the evolution of personal selling, salespeople are value creators who work with their customers and their company to develop outcomes that enhance the profits of both firms.

Philips Electronics is the only supplier of Toyota auto headlamps. Because of their ____, Toyota was able to develop further its just-in-time inventory management system and Philips was able to institute a total quality management approach to its production and acquire more business from other Japanese car manufacturers.

The sum of the purchases a customer makes over their entire life is equimarginal value of a customer.

Another name for a buyer's profit is:

Each of the two major soft drink companies know approximately 40 percent of consumers always buy their company's products, without consideration of alternatives or price. Consumers who purchase their product out of habit are ___________ loyal.

How is organizational support important to selling?

Which of the following transactions can occur without the buyer and seller having a relationship?

The key to the development of successful, long-term customer relationships is:

What is the term used to describe a consumer's total purchase over their life?

_____ are the long-term business relationships in which the partners make significant investments to improve the profitability of both parties in the relationship.

Trust in a buyer-seller relationship develops from a combination of five factors. Which of the following is NOT one of those factors?