Question 1

Without _____________, behavioral loyalty cannot develop.

Accepted Answer

A)  strategic likeability 
B)  tactical training 
C)  relational dissolution 
D)  customer satisfaction 
E)  Routine purchasing 
A)  strategic likeability 
B)  tactical training 
C)  relational dissolution 
D)  customer satisfaction 
E)  Routine purchasing

Question 2

What are boundary spanning employees?

Accepted Answer

salespeople and purc

Question 3

What is the difference between buyer's value and seller's value?

Accepted Answer

Buyer's value is the benefit r

Question 4

The aggressive, arm-twisting, customers'-wants-don't-matter style of selling that created some of today's negative images of the selling profession is most closely associated with which era of the evolution of personal selling?

Accepted Answer

A)  marketing 
B)  sales 
C)  production 
D)  decline 
E)  partnering 
A)  marketing 
B)  sales 
C)  production 
D)  decline 
E)  partnering

Without _____________, behavioral loyalty cannot develop.

What are boundary spanning employees?

What is the difference between buyer's value and seller's value?

The aggressive, arm-twisting, customers'-wants-don't-matter style of selling that created some of today's negative images of the selling profession is most closely associated with which era of the evolution of personal selling?

Selling and Salespeople

Ethical and Legal Issues in Selling

Buying Behavior and the Buying Process

Using Communication Principles to Build Relationships

Adaptive Selling for Relationship Building

Prospecting

Planning the Sales Call

Making the Sales Call

Strengthening the Presentation

Responding to Objections

Obtaining Commitment

Formal Negotiation

After the Sale: Building Long-Term Partnerships

Managing Your Time and Territory

Managing Within Your Company

Managing Your Career

Filters

Exam 2: Building Partnering Relationships

Without _____________, behavioral loyalty cannot develop.

What are boundary spanning employees?

What is the difference between buyer's value and seller's value?

The aggressive, arm-twisting, customers'-wants-don't-matter style of selling that created some of today's negative images of the selling profession is most closely associated with which era of the evolution of personal selling?

Selling and Salespeople

Ethical and Legal Issues in Selling

Buying Behavior and the Buying Process

Using Communication Principles to Build Relationships

Adaptive Selling for Relationship Building

Prospecting

Planning the Sales Call

Making the Sales Call

Strengthening the Presentation

Responding to Objections

Obtaining Commitment

Formal Negotiation

After the Sale: Building Long-Term Partnerships

Managing Your Time and Territory

Managing Within Your Company

Managing Your Career

Filters