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 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:

In which communication setting is voice quality particularly important?

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

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 would be considered a secondary decision-maker?

Transactional selling is a strategically developed,high-quality,long-term relationship that focuses on solving the customer's buying problems.

Although developing relationships with customers frequently leads to repeat business,such partnering rarely triggers referrals.

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. -The structure of AdVance's business model-formulating custom fertilizers for customers-relies on which of the following sales models?

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. -What is the best advice Joelle can give to sales representatives regarding punctuality for appointments?

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,who lacks sales experience,has been assigned a mentor,Mark,who has been in the Compu-Tex sales department for ten years.Mark tells Roni that he believes the best way to build long-term relationships with customers is to follow the CARE model.What should Roni most likely do if she takes Mark's advice?

A series of creative improvements in the sales process that enhance the customer experience is known as:

According to the text,emotional intelligence can most likely be increased by using:

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?

The win-win strategy can best be summed up by which of the following statements?

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

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. -During an interview for part-time sales position with Compu-Tex,a firm that sells software subscriptions,Roni is asked to discuss a time that she partnered with another person or group to achieve the other party's goal.Which example should Roni most likely describe?

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?

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:

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

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