Question 1

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

Accepted Answer

A) Learn to develop a positive mental attitude. 
B) Maintain a clear focus on past mistakes. 
C) Spend time getting to know your competition. 
D) Spend time each day contacting your current customers. 
E) Develop a general level of knowledge on many topics. 
A) Learn to develop a positive mental attitude. 
B) Maintain a clear focus on past mistakes. 
C) Spend time getting to know your competition. 
D) Spend time each day contacting your current customers. 
E) Develop a general level of knowledge on many topics.

Question 2

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

Accepted Answer

A) True 
 B)False

Question 3

________ are a form of communication defined as "messages without words" or "silent messages."

Accepted Answer

The answer of ________ are a form of communication defined...

Question 4

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

Accepted Answer

A) transactional 
B) straight re-buy 
C) strategic alliance 
D) consultative 
E) outbound telemarketing 
A) transactional 
B) straight re-buy 
C) strategic alliance 
D) consultative 
E) outbound telemarketing

Question 5

Developing a long-term relationship that focuses on solving the customer's buying problems is referred to as:

Accepted Answer

A) executing 
B) consulting 
C) selling 
D) transitioning 
E) partnering 
A) executing 
B) consulting 
C) selling 
D) transitioning 
E) partnering

Question 6

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

Accepted Answer

A) color 
B) brand name 
C) quality and fit 
D) visual consistency 
E) appropriateness to the setting 
A) color 
B) brand name 
C) quality and fit 
D) visual consistency 
E) appropriateness to the setting

Question 7

Maintaining a positive relationship with company support staff is a key element of building partnership relationships.

Accepted Answer

A) True 
 B)False

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

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

________ are a form of communication defined as "messages without words" or "silent messages."

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

Developing a long-term relationship that focuses on solving the customer's buying problems is referred to as:

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

Maintaining a positive relationship with company support staff is a key element of building partnership relationships.

Relationship Selling Opportunities in the Information Economy

Evolution of Selling Models That Compliment the Marketing Concept

Ethics: the Foundation for Partnering Relationships That Create Value

Communication Styles: A Key to Adaptive Selling Today

Creating Product Solutions

Product-Selling Strategies That Add Value

The Buying Process and Buyer Behavior

Developing and Qualifying Prospects and Accounts

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

Management of the Sales Force

Filters

Exam 4: Creating Value With a Relationship Strategy

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

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

________ are a form of communication defined as "messages without words" or "silent messages."

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

Developing a long-term relationship that focuses on solving the customer's buying problems is referred to as:

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

Maintaining a positive relationship with company support staff is a key element of building partnership relationships.

Relationship Selling Opportunities in the Information Economy

Evolution of Selling Models That Compliment the Marketing Concept

Ethics: the Foundation for Partnering Relationships That Create Value

Communication Styles: A Key to Adaptive Selling Today

Creating Product Solutions

Product-Selling Strategies That Add Value

The Buying Process and Buyer Behavior

Developing and Qualifying Prospects and Accounts

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

Management of the Sales Force

Filters