Exam 13: Building Partnering Relationships

What are companies which face and resolve needs months or years ahead of the rest of the marketplace called?

Zero Zone, Inc. manufactures and sells display refrigeration and freezer units to supermarkets. The manufacturer is successful because it is able to make promises like its all-steel construction with 3-inch thick CFC-free urethane insulation is the thickest in the industry and keep them. All customers know that Zero Zone's salespeople and its products live up to all the promises made. This is an illustration of which factor necessary for mutual trust to develop?

Which of the factors used to develop mutual trust between a buyer and a seller is LEAST important?

Using a consultative customer-oriented sales approach has been shown to improve:

When will the dissolution phase most likely occur in a partnering relationship?

List the five foundations of a successful, long-term relationship between a customer and a salesperson.

What are the characteristics of relational partnerships?

Bobbi is creating a ________________ system to identify opportunities for cost reduction, greater efficiency, and other mutual benefits with her vendors.

Boundary-spanning employees are only needed in the early stages of the development of the buyer-seller relationship.

In "In Tough Times, Can We Afford Partnerships" one commentator states, "What works when times are tough will work when times are good-and the reverse is always true."

Which of the following statements about functional relationships is true?

What is a company creating when it uses technology and statistics to identify supplier relationships and opportunities for greater efficiency?

Philips Electronics is the only supplier of Toyota auto headlamps. Because of their ___, Toyota was able to develop further its just-in-time inventory management system and Philips was able to institute a total quality management approach to its production and acquire more business from other Japanese car manufacturers.

Customer lifetime value is measured the same way for both buyers and sellers.

Supplier relationship management uses existing vendor relationships to cultivate new vendor relationship.

For which of the following transactions would a functional relationship between the buyer and seller be LEAST appropriate?

Caitlin Gold has sold business textbooks for seventeen years. She makes it a point to try to create a personal relationship with her customers. When a committee of professors selected a new marketing book, her book was one of the three finalists. Because the committee chairperson considered herself a close friend of Gold, she convinced the committee to select Gold's text over the other options. The committee chairperson trusted Gold to provide a good text at a fair price. This is an example of a:

Caesar salad dressing made correctly contains raw eggs, but fear of salmonella poisoning forced many restaurants to use an inferior tasting bottled dressing on their Caesar salads. Davidson has developed a process for pasteurizing eggs on a large-scale basis. The pasteurization of eggs is a complicated process that took years to perfect. Because Davidson developed the process and will share it with poultry farmers, the company would be classified as a:

Which of the following transactions can occur without the buyer and seller having a relationship?

In the opening profile about Total Quality Logistics how did the company's originator want to make his company stand out from the competition.