Exam 13: Building Partnering Relationships

Which of the following is the best example of a solo market exchange?

Jenkins is a new sales rep for Aber Technology.His company has developed a series of sophisticated programs in conjunction with another company.However,when he tries to implement these programs in a project he is handling,he learns that these assets cannot be easily transferred.Which of the following types of assets is Jenkins trying to use?

Which of the following serves as a foundation for a successful strategic partnership?

Which of the following statements about functional relationships is true?

Define strategic partnership.What are the important characteristics of strategic partnerships?

Name one type of sales approach that has been shown to improve both customer retention and firm profitability?

In the _____ stage of the relationship development process,the owner of several retirement centers has agreed that Fashion Seal Uniforms will be the only uniforms worn by her employees.Andy,the salesperson for Fashion Seal,has agreed to make some modifications in the uniforms to suit the needs of the retirement center personnel.Both parties view this as a long-term relationship built on mutual trust.

Training is vital in helping salespeople identify ways to make it easier for customers to do business with them.

Describe relational partnerships.

The stage of dissolution in the relationship development process:

Which of the following statements about the relationships between buyers and sellers is true?

Give an example to explain the concept of customer lifetime value.

In the commitment phase of relationship development,investments are made,especially in the form of sharing proprietary information,plans,goals,and the like.

Relational partnerships are created explicitly for the purpose of uncovering and exploiting joint opportunities.

Zero Zone,Inc.manufactures and sells display refrigeration and freezer units to supermarkets.When a supermarket manager called Nathan,one of Zero Zone's salespeople,to inform him that his Zero Zone rear load refrigeration display unit needed to be defrosted about three times more than was normal,Nathan responded immediately.He cancelled his other appointments and drove to the supermarket.Nathan worked for two hours installing a new oversized coil to fix the problem.Which of the following factors needed for the development of mutual trust is typically illustrated in this example?

The two types of partnerships between buyers and sellers are called _____.

Who are boundary-spanning employees?

How can training of boundary-spanning employees help in fostering good relationships between buyers and sellers?

_____ are long-term market exchanges in which buyers purchase out of habit or routine.

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