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58.
With _____, the emphasis is on helping the buyer realize the synergy of carrying all
associated products of the same brand or manufacturer.
59.
Full-line selling is the sale of those goods and services that are:
60.
Dawn, a sales executive at Wind Homes Ltd., sells building materials to the construction
contractors in New Jersey. She is able to achieve her annual sales target for wooden
planks, but the sales of wooden joineries are far below the set target. Dawn tries to push
the stock of these additional construction materials to all her existing customers. Identify
the strategy being used by Dawn in this scenario.
61.
Which of the following is NOT one of the tips for salespeople for effective cross-selling?
62.
When a buyer-seller relationship has reached the _____ stage of partnership development,
there is a stated or implied pledge to continue the relationship.
63.
Hurricane Mitch was the most devastating storm to ever hit Central America. Roger, a
salesperson for Dempko Chemicals in Granada, proactively arranged transportation
facilities to deliver chemicals to the factory of his major client, Quimico Factories. This
prevented the stalling of factory operations during Hurricane Mitch. Identify the stage of
relationship between Dempko Chemicals and Quimico Factories in this scenario.
64.
In general, _____ status means the vendor is assured of a large percentage of the buyer's
business and will get the first opportunity to earn new business.
65.
Which of the following statements is true of the different categories of relationships with
suppliers?
66.
Which of the following statements about the commitment stage of a relationship is
FALSE?
67.
Corporate culture:
68.
In El Salvador, a manufacturer of household insecticide told Dempko Chemical Co.'s
salesperson Nelson Viquez that it wanted a substitute for the kerosene it always used in
making aerosol household insecticide. Viquez worked extensively with the manufacturer to
create a pilot plant and test its pesticides with the addition of Dempko Chemical's
Demosol D—a substitute for kerosene. Dempko Chemical and the manufacturer spent a
year and a half running laboratory and field tests on the new product, which was extremely
successful in Central America. Viquez acted as a(n):
69.
Martin was trying to sell pumps for circulating water in goldfish ponds when he realized
that the reason he was not able to sell many pumps was the weight of the model he was
trying to sell. He approached the firm with the idea to replace every possible metal part of
the pump with a hard plastic substitute. After working on his feedback, the pumps became
lightweight and were able to meet customers' requirements better. As the _____, Martin
saw the project from its conception to the development of a lighter pump.
70.
The term _____ refers to the degree to which a change affects an organization.
71.
_____ work for a buying firm in the areas most affected by a proposed change and work
with the salespeople to make the proposal successful.
72.
Angela is a salesperson for KSU exercise equipment. She wants to sell deluxe exercise
stations to Silver Workout Centers. Hans is the assistant regional director of Silver
Workout Centers in the greater Chicago area and is acting as a champion for Angela's
product. We should expect all of the following EXCEPT that:
73.
Which of the following statements about positioning a change is true?
74.
Ralph realizes that most of the people he established a business partnership with are no
longer in their organizations. He does not know what his customers are planning next or
what his competitors are doing. Ralph is most likely in the _____ stage of business
partnerships.
75.
Which of the following represents a way in which a salesperson can ensure a good number
of personal contacts in a customer's firms?
76.
Identify a feature about the dissolution stage in a sales relationship.
77.
Which of the following statements is true of the tendency of salespeople to not monitor
competitor actions?
78.
Gail is the Westinghouse salesperson on the Deep South Electric account (a major public
utility company). Westinghouse and Deep South have developed a partnering relationship
in which Deep South buys all of its pole-mounted transformers from Westinghouse. Gail
worked hard for several years to establish this partnership, and now she is much more
relaxed. Her only client is Deep South, and she knows the two firms are committed to the
relationship. Her success has allowed her to take two or three afternoons off from work in
order to work on her garden or play golf with some old college pals. Gail's attitude toward
her clients and sales targets is now characterized by _____.
79.
To avoid _____, salespeople should regularly audit their own customer service.
