Question 1

Securing,building,and maintaining long-term relationships with profitable customers are the goals goal of:

Accepted Answer

A) Expectancy theory 
B) Relationship selling 
C) Expertise 
D) Service 
A) Expectancy theory 
B) Relationship selling 
C) Expertise 
D) Service

Question 2

Fiona has just been hired by IBT Company.One of the first things she will read in order to assess the corporate culture is the company's:

Accepted Answer

A) Budget. 
B) Client review board report. 
C) Expected pro forma profitability analysis. 
D) Mission statement. 
A) Budget. 
B) Client review board report. 
C) Expected pro forma profitability analysis. 
D) Mission statement.

Question 3

In what selling interactions do ethical dilemmas arise?

Accepted Answer

Typically,ethical dilemmas can

Question 4

A sales manager who focuses all his or her energy on customers and the sales force may not notice changes in the company's:

Accepted Answer

A) Internal environment. 
B) External environment. 
C) Customer satisfaction index. 
D) All of the choices are correct. 
A) Internal environment. 
B) External environment. 
C) Customer satisfaction index. 
D) All of the choices are correct.

Question 5

The "selling environment" includes both the __________ and the _________ environment.

Accepted Answer

A) Regulated; unregulated. 
B) Marketing; demarketing. 
C) Internal; external. 
D) Training; development 
A) Regulated; unregulated. 
B) Marketing; demarketing. 
C) Internal; external. 
D) Training; development

Question 6

The moral principles and standards that guide sales peoples' behavior is their:

Accepted Answer

A) Understanding of the law. 
B) Value proposition position. 
C) Ethics. 
D) Autonomy. 
A) Understanding of the law. 
B) Value proposition position. 
C) Ethics. 
D) Autonomy.

Question 7

Valerie often spends considerable time developing an understanding of her buyer's needs before she presents her solution.Valerie is engaged in value-added selling.

Accepted Answer

A) True 
 B)False

Question 8

In relationship selling,what is the "give-get" ratio?

Accepted Answer

It is what each part

Question 9

When a sales manager changes the incentive system used for rewarding employees,it will likely cause them to change their:

Accepted Answer

A) Cadence. 
B) Effort. 
C) Customer delight. 
D) Cultural values. 
A) Cadence. 
B) Effort. 
C) Customer delight. 
D) Cultural values.

Question 10

In relationship selling,the hard sell message is replaced by a communication approach of:

Accepted Answer

A) Role playing dialogue. 
B) Lifetime customer contact. 
C) Mutual problem solving. 
D) CRM technical analysis. 
A) Role playing dialogue. 
B) Lifetime customer contact. 
C) Mutual problem solving. 
D) CRM technical analysis.

Question 11

In relationship selling sales force compensation and incentives are often more difficult to create and administer because relationship selling:

Accepted Answer

A) Is more complex than transactional selling. 
B) Is often done with teams. 
C) Is more ethical than transactional selling. 
D) Requires less effort. 
A) Is more complex than transactional selling. 
B) Is often done with teams. 
C) Is more ethical than transactional selling. 
D) Requires less effort.

Question 12

Wade is recruiting new sales personnel for relationship selling positions.He will look for people with:

Accepted Answer

A) Fast talking skills. 
B) Ability to adapt to different situations. 
C) Ability to interact with people only at the highest levels of a customer's organization. 
D) Delegation skills. 
A) Fast talking skills. 
B) Ability to adapt to different situations. 
C) Ability to interact with people only at the highest levels of a customer's organization. 
D) Delegation skills.

Question 13

"Consultative" and "enterprise" are relationship-oriented approaches to selling.

Accepted Answer

A) True 
 B)False

Question 14

The text states "in modern organizations,relationship selling and sales management is quite an integrated process." What does sales integration entail?

Accepted Answer

Sales integration involves finding the m

Question 15

Changes in the ethnic composition of a target market would be assessed as part of a firm's ____________ environment.

Accepted Answer

A) Natural 
B) Social and cultural 
C) Economic 
D) Technological 
A) Natural 
B) Social and cultural 
C) Economic 
D) Technological

Question 16

Another name for problem-solving selling is solution selling.

Accepted Answer

A) True 
 B)False

Question 17

During one of the recent housing booms,materials became quite scarce holding back completion of multi-million dollar projects.Building material supply companies had to manage:

Accepted Answer

A) External environmental marketing. 
B) Lifetime value representation. 
C) Demarketing. 
D) Consumer expectancy management. 
A) External environmental marketing. 
B) Lifetime value representation. 
C) Demarketing. 
D) Consumer expectancy management.

Question 18

What is involved in becoming a customer-centric organization?

Accepted Answer

A customer-centric organizatio

Question 19

Henry has just been promoted to sales manager.Which of the following is NOT one of the issues he will likely have to address?

Accepted Answer

A) Sales force compensation. 
B) Sales force training. 
C) Sales force strategic vision. 
D) Sales force evaluation. 
A) Sales force compensation. 
B) Sales force training. 
C) Sales force strategic vision. 
D) Sales force evaluation.

Question 20

How can a sales manager instill a customer orientation within his or her firm?

Accepted Answer

To start,instill an organization-wide fo

Securing,building,and maintaining long-term relationships with profitable customers are the goals goal of:

Fiona has just been hired by IBT Company.One of the first things she will read in order to assess the corporate culture is the company's:

In what selling interactions do ethical dilemmas arise?

A sales manager who focuses all his or her energy on customers and the sales force may not notice changes in the company's:

The "selling environment" includes both the __ and the _ environment.

The moral principles and standards that guide sales peoples' behavior is their:

Valerie often spends considerable time developing an understanding of her buyer's needs before she presents her solution.Valerie is engaged in value-added selling.

In relationship selling,what is the "give-get" ratio?

When a sales manager changes the incentive system used for rewarding employees,it will likely cause them to change their:

In relationship selling,the hard sell message is replaced by a communication approach of:

In relationship selling sales force compensation and incentives are often more difficult to create and administer because relationship selling:

Wade is recruiting new sales personnel for relationship selling positions.He will look for people with:

"Consultative" and "enterprise" are relationship-oriented approaches to selling.

The text states "in modern organizations,relationship selling and sales management is quite an integrated process." What does sales integration entail?

Changes in the ethnic composition of a target market would be assessed as part of a firm's ____________ environment.

Another name for problem-solving selling is solution selling.

During one of the recent housing booms,materials became quite scarce holding back completion of multi-million dollar projects.Building material supply companies had to manage:

What is involved in becoming a customer-centric organization?

Henry has just been promoted to sales manager.Which of the following is NOT one of the issues he will likely have to address?

How can a sales manager instill a customer orientation within his or her firm?

Using Information to Understand Sellers and Buyers

Value Creation in Buyer-Seller Relationships

Ethical and Legal Issues in Relationship Selling

Prospecting and Sales Call Planning

Communicating the Sales Message

Negotiating for Win-Win Solutions

Closing the Sale and Follow-Up

Self-Management: Time and Territory

Salesperson Performance: Behavior,Motivation,and Role Perceptions

Recruiting and Selecting Sales-people

Training Sales-People for Sales Success

Sales-Person Compensation and Incentives

Evaluating Sales-Person Performance

Filters

Exam 1: Introduction to Relationship Selling

Securing,building,and maintaining long-term relationships with profitable customers are the goals goal of:

Fiona has just been hired by IBT Company.One of the first things she will read in order to assess the corporate culture is the company's:

In what selling interactions do ethical dilemmas arise?

A sales manager who focuses all his or her energy on customers and the sales force may not notice changes in the company's:

The "selling environment" includes both the __________ and the _________ environment.

The moral principles and standards that guide sales peoples' behavior is their:

Valerie often spends considerable time developing an understanding of her buyer's needs before she presents her solution.Valerie is engaged in value-added selling.

In relationship selling,what is the "give-get" ratio?

When a sales manager changes the incentive system used for rewarding employees,it will likely cause them to change their:

In relationship selling,the hard sell message is replaced by a communication approach of:

In relationship selling sales force compensation and incentives are often more difficult to create and administer because relationship selling:

Wade is recruiting new sales personnel for relationship selling positions.He will look for people with:

"Consultative" and "enterprise" are relationship-oriented approaches to selling.

The text states "in modern organizations,relationship selling and sales management is quite an integrated process." What does sales integration entail?

Changes in the ethnic composition of a target market would be assessed as part of a firm's ____________ environment.

Another name for problem-solving selling is solution selling.

During one of the recent housing booms,materials became quite scarce holding back completion of multi-million dollar projects.Building material supply companies had to manage:

What is involved in becoming a customer-centric organization?

Henry has just been promoted to sales manager.Which of the following is NOT one of the issues he will likely have to address?

How can a sales manager instill a customer orientation within his or her firm?

Using Information to Understand Sellers and Buyers

Value Creation in Buyer-Seller Relationships

Ethical and Legal Issues in Relationship Selling

Prospecting and Sales Call Planning

Communicating the Sales Message

Negotiating for Win-Win Solutions

Closing the Sale and Follow-Up

Self-Management: Time and Territory

Salesperson Performance: Behavior,Motivation,and Role Perceptions

Recruiting and Selecting Sales-people

Training Sales-People for Sales Success

Sales-Person Compensation and Incentives

Evaluating Sales-Person Performance

Filters

The "selling environment" includes both the __ and the _ environment.