Selling Today, 12e (Manning) - Piv Chapter 3 Creating Value with a Relationship Strategy
Selling Today, 12e (Manning) - PIV
Chapter 3 Creating Value with a Relationship Strategy
3.1 True/False Questions
1) Emotional intelligence refers to the capacity for monitoring our own feelings and those of others, along with motivating ourselves and managing our emotions.
Answer: TRUE
Diff: 2 Page Ref: 83
Objective: LO1
2) This first major relationship challenge is understanding the win-win philosophy.
Answer: FALSE
Diff: 1 Page Ref: 83
Objective: LO1
3) In the strategic/consultative selling model, developing a relationship strategy includes the following recommendations: adopt the marketing concept, project a professional image, and maintain high ethical standards.
Answer: FALSE
Diff: 3 Page Ref: 84
Objective: LO1
4) An empathizer is someone who understands the ways humans interact.
Answer: TRUE
Diff: 1 Page Ref: 84
Objective: LO1
5) Transactional selling is a strategically developed, high-quality, longterm relationship that focuses on solving the customer's buying problems.
Answer: FALSE
Diff: 2 Page Ref: 85
Objective: LO1
6) The role of a salesperson should move from supporting to selling.
Answer: FALSE
Diff: 1 Page Ref: 85
Objective: LO1
7) Maintaining a positive relationship with company support staff is a key element of building partnership relationships.
Answer: FALSE
Diff: 1 Page Ref: 86
Objective: LO1
8) Customers almost never buy products from someone they dislike.
Answer: TRUE
Diff: 1 Page Ref: 87
Objective: LO1
9) Win-win selling means that a salesperson sacrifices price to gain the sale.
Answer: FALSE
Diff: 1 Page Ref: 88
Objective: LO2
10) Ego drive propels a salesperson to attempt to close a sale.
Answer: TRUE
Diff: 1 Page Ref: 89
Objective: LO2
11) Research indicates that when two people communicate, verbal messages convey much more impact than nonverbal messages.
Answer: FALSE
Diff: 2 Page Ref: 90
AACSB:
Chapter 3 Creating Value with a Relationship Strategy
3.1 True/False Questions
1) Emotional intelligence refers to the capacity for monitoring our own feelings and those of others, along with motivating ourselves and managing our emotions.
Answer: TRUE
Diff: 2 Page Ref: 83
Objective: LO1
2) This first major relationship challenge is understanding the win-win philosophy.
Answer: FALSE
Diff: 1 Page Ref: 83
Objective: LO1
3) In the strategic/consultative selling model, developing a relationship strategy includes the following recommendations: adopt the marketing concept, project a professional image, and maintain high ethical standards.
Answer: FALSE
Diff: 3 Page Ref: 84
Objective: LO1
4) An empathizer is someone who understands the ways humans interact.
Answer: TRUE
Diff: 1 Page Ref: 84
Objective: LO1
5) Transactional selling is a strategically developed, high-quality, longterm relationship that focuses on solving the customer's buying problems.
Answer: FALSE
Diff: 2 Page Ref: 85
Objective: LO1
6) The role of a salesperson should move from supporting to selling.
Answer: FALSE
Diff: 1 Page Ref: 85
Objective: LO1
7) Maintaining a positive relationship with company support staff is a key element of building partnership relationships.
Answer: FALSE
Diff: 1 Page Ref: 86
Objective: LO1
8) Customers almost never buy products from someone they dislike.
Answer: TRUE
Diff: 1 Page Ref: 87
Objective: LO1
9) Win-win selling means that a salesperson sacrifices price to gain the sale.
Answer: FALSE
Diff: 1 Page Ref: 88
Objective: LO2
10) Ego drive propels a salesperson to attempt to close a sale.
Answer: TRUE
Diff: 1 Page Ref: 89
Objective: LO2
11) Research indicates that when two people communicate, verbal messages convey much more impact than nonverbal messages.
Answer: FALSE
Diff: 2 Page Ref: 90
AACSB: