Question 1

Open and honest communication is a key building block for developing successful relationships.

Accepted Answer

A) True 
 B)False

Question 2

A strategic partnership can lead to a win-win situation but requires a high degree of commitment and results in lower flexibility for both parties.

Accepted Answer

A) True 
 B)False

Question 3

Caitlin Gold has sold business textbooks for two decades.When on the field,she makes it a point to try to create a personal relationship with her customers.When a committee of professors was constituted to select 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 _____.

Accepted Answer

A)  relational partnership 
B)  functional partnership 
C)  transactional relationship 
D)  transformational partnership 
E)  strategic partnership 
A)  relational partnership 
B)  functional partnership 
C)  transactional relationship 
D)  transformational partnership 
E)  strategic partnership

Question 4

When salespeople and buyers trust each other,they:

Accepted Answer

A)  share ideas more willingly. 
B)  communicate more efficiently. 
C)  assume that each party will be honest with the other one. 
D)  assume there is no need to constantly monitor the activities of the other. 
E)  perform all of the above functions. 
A)  share ideas more willingly. 
B)  communicate more efficiently. 
C)  assume that each party will be honest with the other one. 
D)  assume there is no need to constantly monitor the activities of the other. 
E)  perform all of the above functions.

Question 5

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

Accepted Answer

A) True 
 B)False

Question 6

Shared goals help sustain the partnership when the expected benefit flows are not realized.

Accepted Answer

A) True 
 B)False

Question 7

_____ are created for the purpose of uncovering and exploiting joint opportunities.

Accepted Answer

A)  Tactical relationships 
B)  Functional relationships 
C)  Solo market transactions 
D)  Strategic partnerships 
E)  Relational partnerships 
A)  Tactical relationships 
B)  Functional relationships 
C)  Solo market transactions 
D)  Strategic partnerships 
E)  Relational partnerships

Question 8

How does a salesperson demonstrate competence to a customer?

Accepted Answer

Salespeople demonstrate competence when

Question 9

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

Accepted Answer

The foundations of successful,

Question 10

Which of the following statements about functional relationships is true?

Accepted Answer

A)  The sole benefit of functional relationships is short-term profit. 
B)  Functional relationships are a type of partnering relationships. 
C)  The relationship between a buyer and a salesperson in a functional relationship is described as cooperative. 
D)  The typical time horizon in a functional relationship is short term because previous purchases do not exert a significant impact on the next purchase. 
E)  All of the above. 
A)  The sole benefit of functional relationships is short-term profit. 
B)  Functional relationships are a type of partnering relationships. 
C)  The relationship between a buyer and a salesperson in a functional relationship is described as cooperative. 
D)  The typical time horizon in a functional relationship is short term because previous purchases do not exert a significant impact on the next purchase. 
E)  All of the above.

Question 11

Mutual investments are tangible investments in a relationship by both parties.

Accepted Answer

A) True 
 B)False

Question 12

Corning's Ceramics is a company that produces ceramic parts.Since the company reached an agreement with a cardboard box manufacturer,it has saved about $10 million in packaging costs.Additionally,the box manufacturer has also enjoyed a three-fold rise in sales.Which of the following types of relationships do these two firms have?

Accepted Answer

A)  Strategic partnership 
B)  Functional relationship 
C)  Solo market transaction 
D)  Relational partnership 
E)  Competitive relationship 
A)  Strategic partnership 
B)  Functional relationship 
C)  Solo market transaction 
D)  Relational partnership 
E)  Competitive relationship

Question 13

Although likability is not as important as other dimensions,salespeople should still attempt to find a common ground or interest with all buyers.

Accepted Answer

A) True 
 B)False

Question 14

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

Accepted Answer

A)  Dependability 
B)  Honesty 
C)  Likability 
D)  Customer orientation 
E)  Competence 
A)  Dependability 
B)  Honesty 
C)  Likability 
D)  Customer orientation 
E)  Competence

Question 15

Which of the following is a feature of the relationship between a salesperson and a customer in a strategic partnership?

Accepted Answer

A)  Competition 
B)  Conflict 
C)  Short-term orientation 
D)  Low risk 
E)  Coordination 
A)  Competition 
B)  Conflict 
C)  Short-term orientation 
D)  Low risk 
E)  Coordination

Question 16

Corina almost always shops at Gas-N-Go.She finds the store easily accessible from the highway,likes the service,and receives special discounts as a frequent customer.Corina is less likely to shop around for her next purchase because Gas-N-Go satisfies Corina thereby:

Accepted Answer

A)  reducing the gas station's profit margin. 
B)  maximizing Corina's solo exchange profit. 
C)  reducing Corina's attitudinal loyalty. 
D)  reinforcing a functional relationship. 
E)  producing a partnering relationship. 
A)  reducing the gas station's profit margin. 
B)  maximizing Corina's solo exchange profit. 
C)  reducing Corina's attitudinal loyalty. 
D)  reinforcing a functional relationship. 
E)  producing a partnering relationship.

Question 17

Carla's responsibilities include dealing with customers,vendors,and finance.Carla is a:

Accepted Answer

A)  strategic sales rep. 
B)  boundary-spanning employee. 
C)  customer relationship manager. 
D)  solo exchange monitor. 
E)  behavioral loyalty specialist. 
A)  strategic sales rep. 
B)  boundary-spanning employee. 
C)  customer relationship manager. 
D)  solo exchange monitor. 
E)  behavioral loyalty specialist.

Question 18

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

Accepted Answer

A)  lifetime customer value 
B)  customer relationship management 
C)  supplier relationship management 
D)  corporate relational marketing 
E)  vertical vendor analysis 
A)  lifetime customer value 
B)  customer relationship management 
C)  supplier relationship management 
D)  corporate relational marketing 
E)  vertical vendor analysis

Question 19

Likability can be influenced with personal communications such as birthday cards,handwritten notes,and so forth.

Accepted Answer

A) True 
 B)False

Question 20

What are the characteristics of relational partnerships?

Accepted Answer

Relational partnerships are characterize

Open and honest communication is a key building block for developing successful relationships.

A strategic partnership can lead to a win-win situation but requires a high degree of commitment and results in lower flexibility for both parties.

When salespeople and buyers trust each other,they:

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

Shared goals help sustain the partnership when the expected benefit flows are not realized.

_____ are created for the purpose of uncovering and exploiting joint opportunities.

How does a salesperson demonstrate competence to a customer?

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

Which of the following statements about functional relationships is true?

Mutual investments are tangible investments in a relationship by both parties.

Although likability is not as important as other dimensions,salespeople should still attempt to find a common ground or interest with all buyers.

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

Which of the following is a feature of the relationship between a salesperson and a customer in a strategic partnership?

Corina almost always shops at Gas-N-Go.She finds the store easily accessible from the highway,likes the service,and receives special discounts as a frequent customer.Corina is less likely to shop around for her next purchase because Gas-N-Go satisfies Corina thereby:

Carla's responsibilities include dealing with customers,vendors,and finance.Carla is a:

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

Likability can be influenced with personal communications such as birthday cards,handwritten notes,and so forth.

What are the characteristics of relational partnerships?

Selling and Salespeople

Ethical and Legal Issues in Selling

Buying Behavior and the Buying Process

Using Communication Principles to Build Relationships

Adaptive Selling for Relationship Building

Prospecting

Planning the Sales Call

Making the Sales Call

Strengthening the Presentation

Responding to Objections

Obtaining Commitment

Formal Negotiating

Building Long-Term Partnerships

Managing Your Time and Territory

Managing Within Your Company

Managing Your Career

Filters

Exam 13: Building Partnering Relationships

Open and honest communication is a key building block for developing successful relationships.

A strategic partnership can lead to a win-win situation but requires a high degree of commitment and results in lower flexibility for both parties.

When salespeople and buyers trust each other,they:

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

Shared goals help sustain the partnership when the expected benefit flows are not realized.

_____ are created for the purpose of uncovering and exploiting joint opportunities.

How does a salesperson demonstrate competence to a customer?

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

Which of the following statements about functional relationships is true?

Mutual investments are tangible investments in a relationship by both parties.

Although likability is not as important as other dimensions,salespeople should still attempt to find a common ground or interest with all buyers.

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

Which of the following is a feature of the relationship between a salesperson and a customer in a strategic partnership?

Corina almost always shops at Gas-N-Go.She finds the store easily accessible from the highway,likes the service,and receives special discounts as a frequent customer.Corina is less likely to shop around for her next purchase because Gas-N-Go satisfies Corina thereby:

Carla's responsibilities include dealing with customers,vendors,and finance.Carla is a:

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

Likability can be influenced with personal communications such as birthday cards,handwritten notes,and so forth.

What are the characteristics of relational partnerships?

Selling and Salespeople

Ethical and Legal Issues in Selling

Buying Behavior and the Buying Process

Using Communication Principles to Build Relationships

Adaptive Selling for Relationship Building

Prospecting

Planning the Sales Call

Making the Sales Call

Strengthening the Presentation

Responding to Objections

Obtaining Commitment

Formal Negotiating

Building Long-Term Partnerships

Managing Your Time and Territory

Managing Within Your Company

Managing Your Career

Filters