Exam 13: Building Partnering Relationships

A _____ partnership will occur when buyer and seller have close personal relationships that allow them to communicate effectively with each other.

The two types of market exchanges are:

In the opening profile Kevin Clonch from Total Quality Logistics (TQL) knows transportation issues make customers nervous because so many things can go wrong.

Without ____________, behavioral loyalty cannot develop.

What are the two types of partnerships between buyer and seller?

The two types of partnerships between buyer and seller are called:

Using a consultative customer-oriented sales approach has been shown to improve both customer retention and firm profitability.

Every third Wednesday in the month, LuEllen's Barbecue Shack orders four pick-up truckloads of hickory for slow-cooking the meat. She always orders from Samson Wood Products Company because they deliver on time and she likes the quality of the wood. Since both parties act like close friends rather than business acquaintances, this exemplifies a(n):

Jenkins is a new sales rep for Aber technology. His company has developed a series of sophisticated programs in conjunction with another company. He learns these _____________ are specific to the relationship with the other company and cannot be easily transferred to another project he would like to work on.

Zero Zone, Inc. manufactures and sells display refrigeration and freezer units to supermarkets. When its salespeople use federal government research information and trade data to explain to customers why 3-inch thick CFC-free urethane insulation is important for keeping products fresh, the salesperson is demonstrating which factor used to develop mutual trust?

Discuss the following statement: "Partnering-oriented salespeople are value creators."

Trust in a buyer-seller relationship develops from a combination of five factors. Which of the following is NOT one of those factors?

Universities constantly send information, promotions and solicitations to their graduates, even recent graduates who are unlikely to make major donations to the school. Universities know if they can create loyalty, the _______________________ or sum of graduates' purchases and donations over their entire life can be considerable.

Customer satisfaction occurs when the buyer's expectations are met and needs fulfilled.

A study found that the average company loses 20-50 percent of its customer base each year. This is an example of how salespeople create lifetime customer value.

How is organizational support important to selling?

What is required of each partner in a strategic partnership?

Hugh is a salesperson who primarily stocks the DVDs at convenience stores. His primary role in the functional relationships he has set up with store buyers is to:

For many years thousands of loyal fans followed the Grateful Dead around the country, rarely missing a concert. These fans, known as "Dead Heads" were ___________ loyal.

Each of the two major soft drink companies know approximately 40 percent of consumers always buy their company's products, without consideration of alternatives or price. Consumers who purchase their product out of habit are ___________ loyal.