Exam 4: Creating Value With a Relationship Strategy

AdVance Corporation is a company that formulates and manufactures fertilizers for the farming industry. The company produces several standardized formulas that can be purchased directly through the retail arms of the company, but it also formulates custom fertilizers for farms. -AdVance focuses on traditional,chemical-rich fertilizers that deliver maximum yield for customers.With which of the following customers would AdVance be a good partner?

How would a CRM system most likely enable a salesperson to facilitate relationship building with numerous customers?

Mia is meeting a potential customer to give a sales presentation and is concerned about what to wear.Which of the following would most likely enable Mia to convey a professional image?

Roni Harris, a college student in the business department of her local university, originally planned to major in accounting. However, she discovered an interest in product marketing and sales and is taking courses in these areas. -Roni discovers that she and a prospect belonged to the same sorority at different colleges in different decades.Should Roni mention this to the prospect?

AdVance Corporation is a company that formulates and manufactures fertilizers for the farming industry. The company produces several standardized formulas that can be purchased directly through the retail arms of the company, but it also formulates custom fertilizers for farms. -John Collins has been a sales rep for AdVance for 18 years.When he began his career with AdVance he followed the money and sold to any customer he could convince to buy.In the last 5 years,however,he has been focusing on acting with integrity in every selling situation.As a result,he has discovered that his immediate close rate on sales has gone down,but that he has developed a highly profitable group of long-term customers.What principle does this most likely demonstrate?

According to the text,which type of selling situation relies most heavily on building a relationship with the customer?

What is the best rule for salespeople to follow when choosing a wardrobe?

Roni Harris, a college student in the business department of her local university, originally planned to major in accounting. However, she discovered an interest in product marketing and sales and is taking courses in these areas. -Roni is carrying a full course load this semester,belongs to the Student Investment Club,is studying Mandarin Chinese,runs with the track team,and volunteers with an art therapy program to help homeless children process their emotions.Which of those activities will be of most help to her in a career in selling?

The CARE model helps salespeople add value to their relationships with customers.

The role of a salesperson should move from supporting to selling.

Which of the following is a rule of etiquette appropriate for salespeople?

Generally speaking,a firm handshake will most likely communicate:

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 works with sales reps on projecting correct body language to set prospects at ease and convey a sense of honesty and trust.Learning to decipher body language can be more difficult because it requires:

Which of the following should LEAST likely influence clothing decisions for salespeople?

Most image consultants agree that male salespeople should always wear suits to make the best impression on customers even when customers are dressed casually.

In the information age,building and maintaining relationships has little to no impact on sales success.

Which of the following is true of eye contact during a sales call?

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

Improving your self-image can be achieved with three practical approaches.List and describe each approach.

Which of the following is the best approach to improving your self-image?