Relationship selling:
a) creates social responsibility
b) eliminates cognitive dissonance
c) is another term for reciprocal selling arrangements
d) creates customer loyalty
e) only occurs with transaction selling
Answer: D
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Art of Selling
- Different individuals have different reasons for wanting to buy. Therefore, the salesperson must:
- Which of the following is an example of a product feature:
- A product benefit is defined as:
- Benefit selling is often referred to as:
- A salesperson can uncover important buying needs by:
- In _______ selling, the salesperson relates a product's benefit to the customers' needs using the product's features and advantages to support the claims made.
- Mustang car. Wants are defined as needs learned by the person. Which situation would be considered a want (as opposed to a need)?
- A product feature is defined as:
- All of the following are examples of psychological reasons for buying a product except:
- Salespeople find it easiest to sell to people who are at the _________ need awareness level.
- The ____________ model of buyer behavior assumes a prospect will respond to the sales presentation in same predictable manner.
- Chasmine has just walked into her local Serta mattress outlet and told the salesperson, "I'd like to buy a new mattress, and I want a pillow-top mattress with individually wrapped coils and a 5 year warranty. What can you show me?" At what level of need awareness is Chasmine?
- _______ is defined as the acquiring knowledge or behavior based on past experience.
- At the _____ level of need awareness, the consumer may not be sure why he or she wants to buy a product, but will go ahead with the purchase anyway.
- The statement "The new Kenmore vacuum saves time, work, and money," is an example of a(n):
- When the salesperson discusses a product's _______, he is answering the question, "What is it?"
- To foster a climate that encourages ethical behavior by the salesforce, management can:
- In the early 80s, court decisions and legislative rulings limited the power of the employer to terminate-at-will. Under the new limited power, _______ would be an acceptable reason to terminate a salesperson.
- To demonstrate social responsibility, an organization can:
- To minimize a company's exposure to costly misrepresentation and breach of warranty lawsuits, salespeople must:
- A _______ code of ethics generally outlines the procedures to be sued in specific ethical situations-- such as how to handle a key customer that suggests the sale might be made sooner if he or she were to receive a kickback.
- An organization had four main areas of responsibility to the various groups who have an interest in its activities. Which of the following is NOT one of those areas of responsibility?
- Under some circumstances, a supplier may be in violation of the Robinson-Patman Act if it is engaged in __________ and gives some customers promotional allowances and support while not making other customers aware of the existence of these opportunities.
- An organization receives the benefit of __________ when it takes proactive measures to ensure that employees are not discriminate against.
- Which of the following would be an example of a salesperson who is moonlighting unethically?
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