Exam 4: Creating Value with a Relationship Strategy

Joelle Williams is a personal coach who works primarily with sales representatives at the Colotel Corporation, a company that manufactures and sells copiers and peripherals. Joelle works on manners, nonverbal cues, and personal goal setting with the Colotel sales reps. Colotel prides itself on hiring locally and using regional ties to advance relationships with customers -Joelle most likely advises sales representatives to:

Research indicates that when two people communicate,verbal messages convey much more impact than nonverbal messages.

Joelle Williams is a personal coach who works primarily with sales representatives at the Colotel Corporation, a company that manufactures and sells copiers and peripherals. Joelle works on manners, nonverbal cues, and personal goal setting with the Colotel sales reps. Colotel prides itself on hiring locally and using regional ties to advance relationships with customers. -One of Joelle's challenges when coaching salespeople in listening skills is overcoming the misperception that salespeople need to be better at talking than at listening so that they can persuade customers to buy. Which of the following statements best identifies the benefits of listening?

All of the following are components of the CARE model for building relationships with customers EXCEPT:

Which of the following would be considered a secondary decision maker?

The bundle of facts,opinions,beliefs,and perceptions that you have about yourself are referred to as which of the following?

Which of the following is a good way to remember a customer's name?

Win-win selling means that a salesperson sacrifices price to gain the sale.

Which of the following is the best way of speaking to customers?

Because self-improvement is self-initiated:

In order to improve performance,salespeople should focus on what they did wrong during previous sales calls to avoid making the same mistakes again.

________ is the series of personal conversations you have with yourself almost continually throughout the day.

________ can be defined as a strategically developed,high quality,long-term relationship that focuses on solving the customer's buying problem.

Which facial expression tends to inspire the most trust?

According to Larry Wilson,there are three keys to a partnering relationship. To establish a partnership with a customer,he suggests: