Question 1

Matching
-Having high emotional intelligence is similar to being

Accepted Answer

A)  character 
B)  win-win salespeople 
C)  relationship strategy 
D)  visualization 
E)  partnering
F) integrity
G) emotional intelligence
H) self-talk
I) win-lose
J) self-improvement strategy
K) an empathizer
L) a positive personal attitude.
M) personal standards
N) silent messages 
A)  character 
B)  win-win salespeople 
C)  relationship strategy 
D)  visualization 
E)  partnering
F) integrity
G) emotional intelligence
H) self-talk
I) win-lose
J) self-improvement strategy
K) an empathizer
L) a positive personal attitude.
M) personal standards
N) silent messages K

Question 2

Matching
-Fix what caused the problem, rather than fix the blame

Accepted Answer

A)  character 
B)  win-win salespeople 
C)  relationship strategy 
D)  visualization 
E)  partnering
F) integrity
G) emotional intelligence
H) self-talk
I) win-lose
J) self-improvement strategy
K) an empathizer
L) a positive personal attitude.
M) personal standards
N) silent messages 
A)  character 
B)  win-win salespeople 
C)  relationship strategy 
D)  visualization 
E)  partnering
F) integrity
G) emotional intelligence
H) self-talk
I) win-lose
J) self-improvement strategy
K) an empathizer
L) a positive personal attitude.
M) personal standards
N) silent messages B

Question 3

Matching
-Your personal standards of behavior, including honesty, integrity, and moral fibre

Accepted Answer

A)  character 
B)  win-win salespeople 
C)  relationship strategy 
D)  visualization 
E)  partnering
F) integrity
G) emotional intelligence
H) self-talk
I) win-lose
J) self-improvement strategy
K) an empathizer
L) a positive personal attitude.
M) personal standards
N) silent messages 
A)  character 
B)  win-win salespeople 
C)  relationship strategy 
D)  visualization 
E)  partnering
F) integrity
G) emotional intelligence
H) self-talk
I) win-lose
J) self-improvement strategy
K) an empathizer
L) a positive personal attitude.
M) personal standards
N) silent messages A

Question 4

Matching
-A positive self-concept can be achieved by developing

Accepted Answer

A)  character 
B)  win-win salespeople 
C)  relationship strategy 
D)  visualization 
E)  partnering
F) integrity
G) emotional intelligence
H) self-talk
I) win-lose
J) self-improvement strategy
K) an empathizer
L) a positive personal attitude.
M) personal standards
N) silent messages 
A)  character 
B)  win-win salespeople 
C)  relationship strategy 
D)  visualization 
E)  partnering
F) integrity
G) emotional intelligence
H) self-talk
I) win-lose
J) self-improvement strategy
K) an empathizer
L) a positive personal attitude.
M) personal standards
N) silent messages

Question 5

Matching
-Adopting a strategy where either the buyer or the seller wins

Accepted Answer

A)  character 
B)  win-win salespeople 
C)  relationship strategy 
D)  visualization 
E)  partnering
F) integrity
G) emotional intelligence
H) self-talk
I) win-lose
J) self-improvement strategy
K) an empathizer
L) a positive personal attitude.
M) personal standards
N) silent messages 
A)  character 
B)  win-win salespeople 
C)  relationship strategy 
D)  visualization 
E)  partnering
F) integrity
G) emotional intelligence
H) self-talk
I) win-lose
J) self-improvement strategy
K) an empathizer
L) a positive personal attitude.
M) personal standards
N) silent messages

Question 6

Matching
-A strategy of developing a high-quality relationship that focuses on solving your customer's buying problem

Accepted Answer

A)  character 
B)  win-win salespeople 
C)  relationship strategy 
D)  visualization 
E)  partnering
F) integrity
G) emotional intelligence
H) self-talk
I) win-lose
J) self-improvement strategy
K) an empathizer
L) a positive personal attitude.
M) personal standards
N) silent messages 
A)  character 
B)  win-win salespeople 
C)  relationship strategy 
D)  visualization 
E)  partnering
F) integrity
G) emotional intelligence
H) self-talk
I) win-lose
J) self-improvement strategy
K) an empathizer
L) a positive personal attitude.
M) personal standards
N) silent messages

Question 7

Matching
-Setting goals and recognizing your progress

Accepted Answer

A)  character 
B)  win-win salespeople 
C)  relationship strategy 
D)  visualization 
E)  partnering
F) integrity
G) emotional intelligence
H) self-talk
I) win-lose
J) self-improvement strategy
K) an empathizer
L) a positive personal attitude.
M) personal standards
N) silent messages 
A)  character 
B)  win-win salespeople 
C)  relationship strategy 
D)  visualization 
E)  partnering
F) integrity
G) emotional intelligence
H) self-talk
I) win-lose
J) self-improvement strategy
K) an empathizer
L) a positive personal attitude.
M) personal standards
N) silent messages

Question 8

Matching
-A way to override your past negative programming

Accepted Answer

A)  character 
B)  win-win salespeople 
C)  relationship strategy 
D)  visualization 
E)  partnering
F) integrity
G) emotional intelligence
H) self-talk
I) win-lose
J) self-improvement strategy
K) an empathizer
L) a positive personal attitude.
M) personal standards
N) silent messages 
A)  character 
B)  win-win salespeople 
C)  relationship strategy 
D)  visualization 
E)  partnering
F) integrity
G) emotional intelligence
H) self-talk
I) win-lose
J) self-improvement strategy
K) an empathizer
L) a positive personal attitude.
M) personal standards
N) silent messages

Question 9

Matching
-A strategy in which you imagine yourself having successful experiences

Accepted Answer

A)  character 
B)  win-win salespeople 
C)  relationship strategy 
D)  visualization 
E)  partnering
F) integrity
G) emotional intelligence
H) self-talk
I) win-lose
J) self-improvement strategy
K) an empathizer
L) a positive personal attitude.
M) personal standards
N) silent messages 
A)  character 
B)  win-win salespeople 
C)  relationship strategy 
D)  visualization 
E)  partnering
F) integrity
G) emotional intelligence
H) self-talk
I) win-lose
J) self-improvement strategy
K) an empathizer
L) a positive personal attitude.
M) personal standards
N) silent messages

Question 10

Matching
-Non-verbal communication has been defined as

Accepted Answer

A)  character 
B)  win-win salespeople 
C)  relationship strategy 
D)  visualization 
E)  partnering
F) integrity
G) emotional intelligence
H) self-talk
I) win-lose
J) self-improvement strategy
K) an empathizer
L) a positive personal attitude.
M) personal standards
N) silent messages 
A)  character 
B)  win-win salespeople 
C)  relationship strategy 
D)  visualization 
E)  partnering
F) integrity
G) emotional intelligence
H) self-talk
I) win-lose
J) self-improvement strategy
K) an empathizer
L) a positive personal attitude.
M) personal standards
N) silent messages

Question 11

Matching
-Ego drive is a part of

Accepted Answer

A)  character 
B)  win-win salespeople 
C)  relationship strategy 
D)  visualization 
E)  partnering
F) integrity
G) emotional intelligence
H) self-talk
I) win-lose
J) self-improvement strategy
K) an empathizer
L) a positive personal attitude.
M) personal standards
N) silent messages 
A)  character 
B)  win-win salespeople 
C)  relationship strategy 
D)  visualization 
E)  partnering
F) integrity
G) emotional intelligence
H) self-talk
I) win-lose
J) self-improvement strategy
K) an empathizer
L) a positive personal attitude.
M) personal standards
N) silent messages

Question 12

Matching
-When you practise what you believe in

Accepted Answer

A)  character 
B)  win-win salespeople 
C)  relationship strategy 
D)  visualization 
E)  partnering
F) integrity
G) emotional intelligence
H) self-talk
I) win-lose
J) self-improvement strategy
K) an empathizer
L) a positive personal attitude.
M) personal standards
N) silent messages 
A)  character 
B)  win-win salespeople 
C)  relationship strategy 
D)  visualization 
E)  partnering
F) integrity
G) emotional intelligence
H) self-talk
I) win-lose
J) self-improvement strategy
K) an empathizer
L) a positive personal attitude.
M) personal standards
N) silent messages

Question 13

Matching
-The strategy for establishing, building, and maintaining quality relationships

Accepted Answer

A)  character 
B)  win-win salespeople 
C)  relationship strategy 
D)  visualization 
E)  partnering
F) integrity
G) emotional intelligence
H) self-talk
I) win-lose
J) self-improvement strategy
K) an empathizer
L) a positive personal attitude.
M) personal standards
N) silent messages 
A)  character 
B)  win-win salespeople 
C)  relationship strategy 
D)  visualization 
E)  partnering
F) integrity
G) emotional intelligence
H) self-talk
I) win-lose
J) self-improvement strategy
K) an empathizer
L) a positive personal attitude.
M) personal standards
N) silent messages

Question 14

Matching
-Character is composed of

Accepted Answer

A)  character 
B)  win-win salespeople 
C)  relationship strategy 
D)  visualization 
E)  partnering
F) integrity
G) emotional intelligence
H) self-talk
I) win-lose
J) self-improvement strategy
K) an empathizer
L) a positive personal attitude.
M) personal standards
N) silent messages 
A)  character 
B)  win-win salespeople 
C)  relationship strategy 
D)  visualization 
E)  partnering
F) integrity
G) emotional intelligence
H) self-talk
I) win-lose
J) self-improvement strategy
K) an empathizer
L) a positive personal attitude.
M) personal standards
N) silent messages

Question 15

Matching
-Capacity to recognize our own feelings and those of others

Accepted Answer

A)  character 
B)  win-win salespeople 
C)  relationship strategy 
D)  visualization 
E)  partnering
F) integrity
G) emotional intelligence
H) self-talk
I) win-lose
J) self-improvement strategy
K) an empathizer
L) a positive personal attitude.
M) personal standards
N) silent messages 
A)  character 
B)  win-win salespeople 
C)  relationship strategy 
D)  visualization 
E)  partnering
F) integrity
G) emotional intelligence
H) self-talk
I) win-lose
J) self-improvement strategy
K) an empathizer
L) a positive personal attitude.
M) personal standards
N) silent messages

Matching -Having high emotional intelligence is similar to being

Matching -Fix what caused the problem, rather than fix the blame

Matching -Your personal standards of behavior, including honesty, integrity, and moral fibre

Matching -A positive self-concept can be achieved by developing

Matching -Adopting a strategy where either the buyer or the seller wins

Matching -A strategy of developing a high-quality relationship that focuses on solving your customer's buying problem

Matching -Setting goals and recognizing your progress

Matching -A way to override your past negative programming

Matching -A strategy in which you imagine yourself having successful experiences

Matching -Non-verbal communication has been defined as

Matching -Ego drive is a part of

Matching -When you practise what you believe in

Matching -The strategy for establishing, building, and maintaining quality relationships

Matching -Character is composed of

Matching -Capacity to recognize our own feelings and those of others

Relationship Selling Opportunities in the Information Economy

Management of the Sales Force

Evolution of Selling Models That Complement the Marketing Concept

Communication Styles: A Key to Adaptive Selling Today

Ethics: The Foundation for Relationships in Selling

Creating Product Solutions

Product-Selling Strategies That Add Value

The Buying Process and Buyer Behaviour

Developing and Qualifying a Prospect Base

Approaching the Customer With Adaptive Selling

Determining Customer Needs With a Consultative Questioning Strategy

Creating Value With the Consultative Presentation

Negotiating Buyer Concerns

Adapting the Close and Confirming the Partnership

Servicing the Sale and Building the Partnership

Opportunity Management: The Key to Greater Sales Productivity

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Exam 3: Creating Value With a Relationship Strategy