Exam 13: Building Partnering Relationships

Which of the following is NOT a phase of relationship development for a seller and a buyer?

Salespeople must try to develop a strategic partnership with every new account they work with.

Which of the following serves as a foundation for a successful,long-term relationship?

How is organizational structure and culture important to selling?

Companies prefer buyers who are both attitudinally and behaviorally loyal.

The two types of market exchanges are:

The sole determinant of customer lifetime value is a customer's purchases.

When dissolution occurs in the latter stages of a relationship between two firms,the loss of investments made in the relationship can be significant and have an impact throughout both organizations.

Customer lifetime value is the combined total of all future sales.

Knowledge of the customer,the product,the industry,and the competition are all necessary to the success of a salesperson.

Which of the following statements is true of common goals?

Buying out of habit can reduce shopping costs and increase profit when past experience can indicate future satisfaction.

Pyro Electronics is the only supplier of Torin auto headlamps and both companies wanted to do more business together.Pyro Electronics worked on its total quality management system and acquired more business,while Torin developed a just-in-time inventory management system to deliver goods timely to Pyro Electronics.Pyro Electronics and Torin have developed a _____.

A salesperson for the glass bottle manufacturers for H.J.Ketchup Company suggested that the company needed to redesign its ketchup bottle.This would improve yields on the bottle-filling line and make the bottle lighter.H.J.Ketchup Company readily implemented the salesperson's suggestions and the company enjoyed increased savings.Such a major change in the business happened because the two companies were engaged in a _____.

Without _____,behavioral loyalty cannot develop.

In the context of organization support,how do reward systems help in fostering good relationships?

Franco breeds a wide variety of fish.For the last nine years he has been going to Fins-to-You,a local pet store that specializes in tropical fish and aquarium supplies,for all of his needs.He buys everything from fish food to aquarium heaters to replacement fish from this store.Which of the following terms best describes the relationship Franco has with Fins-to-You?

Discuss the differences between solo exchanges and functional relationships.

Lead users face and resolve problems after the rest of the marketplace has addressed these needs.

The expansion stage of the relationship development process involves efforts by both parties to investigate the benefits of a long-term relationship.