Exam 13: Building Partnering Relationships

Andy,a salesperson for Fashion Seal Uniforms,is telling the owner of a retirement home about the importance of caregivers having clean and attractive uniforms that will withstand countless hot water washes.Andy has brought several styles of uniforms that have been washed hundreds of times to show how well his company's uniforms are made.The owner of the retirement home tells Andy that she is planning to open one new center every six months for the next three years and will need a lot of uniforms.Then the owner agrees to buy six but with no commitment to extend the relationship.Which of the following stages of the relationship development process does this exemplify?

Using a consultative customer-oriented sales approach leads to lower firm profitability and loss of customer base.

_____ are the long-term business relationships in which the partners make significant investments to improve the profitability of both parties in the relationship.

Which of the following stages of the relationship development process may NOT occur in a strategic partnership?

A critical element in fostering good relationships is giving boundary-spanning employees the necessary support.

On the third Wednesday of every month,LuEllen's Barbecue Shack orders four pick-up truckloads of hickory for slow-cooking meat.LuEllen always orders the hickory from Samson Wood Products Company because they deliver on time and she likes the quality of the wood.Moreover,she has a high level of trust in them.The buyer-seller relationship between LuEllen and Elaine is an example of a:

Zero Zone,Inc.manufactures and sells display refrigeration and freezer units to supermarkets.The manufacturer is successful because it is able to keep the promises it makes.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?

At which stage of the customer relationship building process will a buyer and seller pledge either implicitly or explicitly to continue the relationship for a period of time?

Rajesh always purchases cell phones manufactured by Telekom Inc.Thus,for Telekom,Rajesh has a very low customer lifetime value.

Customers are the primary revenue source for companies.

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

Which of the following statements about strategic partnerships is true?

What are the advantages and disadvantages of market exchanges?

In the context of professional selling,relationship marketing refers to creating the type of relationship that best suits the needs of the selling firm.

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

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

Which of the following statements is true of customer lifetime value?

What different types of relationships can exist between buyers and sellers?

Product demonstrations,plant tours,and other special types of presentations are some ways to illustrate dependability.

When someone purchases the same product out of habit,that pattern is known as attitudinal loyalty.