Question 1

Transactional selling is a strategically developed,high-quality,longterm relationship that focuses on solving the customer's buying problems.

Accepted Answer

False

Question 2

The steps of self-improvement include goal setting,visualization,positive self-talk,and rewarding your progress.

Accepted Answer

False

Question 3

Maintaining a positive relationship with company support staff is a key element of building partnership relationships.

Accepted Answer

Maintaining a positive relationship with company support staff is important as it helps in building good partnership relationships between the parties. Support staff can help in addressing queries or solving issues that may arise during the partnership, and having a positive relationship with them can lead to a more effective and efficient partnership.

Question 4

This first major relationship challenge is understanding the win-win philosophy.

Accepted Answer

The first major relationship challenge is often communication, not necessarily understanding the win-win philosophy.

Question 5

Developing a long-term relationship that focuses on solving the customer's buying problems is referred to as:
A)executing
B)consulting
C)selling
D)managing a relationship
E)partnering

Accepted Answer

Developing a long-term relationship that focuses on solving the customer's buying problems is referred to as partnering. It involves working closely with the customer to understand their needs and providing tailored solutions to meet those needs. Partnering goes beyond just selling a product or service and involves building trust, providing ongoing support, and adding value to the customer's business.

Question 6

Emotional intelligence refers to the capacity for monitoring our own feelings and those of others,along with motivating ourselves and managing our emotions.

Accepted Answer

Emotional intelligence involves self-awareness, social awareness, self-regulation, motivation, and empathy skills. It is the ability to understand and manage emotions effectively.

Question 7

The three major relationship challenges are building new relationships,transforming relationships from personal to professional,and:
A)projecting a professional image
B)managing relationships
C)developing empathy
D)developing rapport
E)adding value

Accepted Answer

Building new relationships and transforming relationships from personal to professional are two of the three major challenges, which suggests that the third challenge involves managing those relationships. Option B, "managing relationships," is the most relevant choice among the answer options. Option A, "projecting a professional image," may be a challenge, but it is not specifically mentioned as one of the three major challenges. Option C, "developing empathy," and Option D, "developing rapport," may be important aspects of building and transforming relationships, but they are not the overarching challenges. Option E, "adding value," is not directly related to the challenges of building and transforming relationships.

Question 8

A series of creative improvements in the sales process that enhance the customer experience is also known as:
A)relationship modeling
B)customer-oriented sales
C)value-added selling
D)transactional selling
E)managing relationships

Accepted Answer

Value-added selling is a sales approach that aims to create added value for the customer beyond just the product or service being sold. This involves a series of creative improvements in the sales process that enhance the customer experience, such as providing expert advice, offering customized solutions, and delivering exceptional service. The goal is to build long-term relationships with customers based on trust and mutual benefit.

Question 9

Nonverbal messages can reinforce or contradict the spoken word.

Accepted Answer

Nonverbal messages can enhance or contradict verbal messages, which is why understanding nonverbal communication is crucial for effective communication.

Question 10

Ego drive propels a salesperson to attempt to close a sale.

Accepted Answer

Ego drive is a psychological factor that motivates individuals to strive for success, recognition, and self-esteem. In sales, ego drive can play a role in a salesperson's desire to close a sale and achieve a sense of accomplishment, recognition, and validation of their skills and abilities. Therefore, the statement is true, ego drive propels a salesperson to attempt to close a sale.

Question 11

Most image consultants agree that male salespeople should wear a jacket and tie to make the best impression on customers.

Accepted Answer

The answer of Most image consultants agree that male salespeople...

Question 12

Customers almost never buy products from someone they dislike.

Accepted Answer

Customers tend to buy products from people they trust and like. Building a positive relationship with potential customers is crucial in making sales.

Question 13

The role of a salesperson should move from supporting to selling.

Accepted Answer

The answer of The role of a salesperson should move...

Question 14

Win-win selling means that a salesperson sacrifices price to gain the sale.

Accepted Answer

Win-win selling involves finding a mutually beneficial solution between the buyer and the seller. The salesperson may negotiate on price or offer additional value, but they do not necessarily sacrifice price in order to gain the sale.

Question 15

An empathizer is someone who understands the ways humans interact.

Accepted Answer

Empathizers have a keen ability to perceive and understand the emotions and psychology of others, which allows them to comprehend human interactions and relationships.

Question 16

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.

Accepted Answer

The answer of In the strategic/consultative selling model,developing a relationship...

Question 17

Salespeople today are encouraged to think in terms of:
A)the profitability to the company that a customer represents
B)building a career that will translate even if they switch companies
C)maximizing their time by automating most functions
D)the total lifetime relationship with the customer
E)the total life cycle of a given sale

Accepted Answer

The best choice is D as salespeople are now focusing on developing a long-term relationship with the customer rather than just closing a single sale. This involves understanding the customer's needs and providing a solution that fits their requirements, even if that means sacrificing short-term gains for future profits. By building a relationship with the customer, salespeople can ensure repeat business, referrals, and a positive brand image.

Question 18

The ability to monitor our own feelings and the feelings of others,and manage emotions in our relationships is referred to as:
A)emotional intelligence
B)relationship partnering
C)a relationship strategy
D)self-concept
E)a win-win relationship

Accepted Answer

The ability to monitor our own feelings and the feelings of others, and manage emotions in our relationships is a key aspect of emotional intelligence. Emotional intelligence involves the ability to recognize and regulate one's own emotions, and also to empathize with and respond to the emotions of others.

Question 19

Research indicates that when two people communicate,verbal messages convey much more impact than nonverbal messages.

Accepted Answer

Research actually suggests the opposite - that nonverbal messages often convey more impact than verbal messages. Body language, facial expressions, and tone of voice can all give important context and meaning to spoken words.

Question 20

The CARE model helps salespeople add value to their relationships with customers.

Accepted Answer

The CARE model, which stands for Customize, Advise, Respond, and Explore, is designed to help salespeople add value to their relationships with customers by personalizing their approach, providing guidance, being responsive, and exploring additional needs and opportunities.

Quiz 3: Creating Value With a Relationship Strategy