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Multiple Choice Quiz
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1
Which of the following is NOT one of the four stages in the evolution of personal selling?
A)marketing
B)sales
C)production
D)growth
E)partnering
2
Building a stronger relationship with customers is accomplished through:
A)building loyalty.
B)salesmanship.
C)strategic solo exchanges.
D)exploratory functional relationships.
E)boundary-spanning customers.
3
______________________ loyalty refers to purchasing the same product from the same vendor over time, while ______________ loyalty is an emotional attachment to a brand, company, or salesperson.
A)attitudinal; behavioral
B)behavioral; attitudinal
C)customary; quantitative
D)dependable; strategic
E)strategic; dependable
4
Salespeople engaged in relationship selling consider the ________________________; the sum of a customer's purchase over their entire life.
A)longitudinal gross sales
B)longevity profitability
C)lifetime customer value
D)relational partnership sales
E)committed customer bonus
5
A _____ partnership will occur when buyer and seller feel safe and stable in the relationship and open and honest communication takes place.
A)hierarchical
B)functional
C)mutual
D)transactional
E)relational
6
A keiretsu is a:
A)hierarchical relationship.
B)strategic partnership.
C)mutual fund society in Japan.
D)transactional relationship for Japanese exporters.
E)a solo exchange strategy.
7
Which of the following serves as a foundation for a successful, long-term relationship?
A)mutual trust
B)organizational support
C)shared goals
D)open communication
E)all of the above
8
Trust in a buyer-seller relationship develops from a combination of five factors. Which of the following is NOT one of those factors?
A)dependability
B)honesty
C)likeability
D)obstinacy
E)competence
9
When SuperClean dry cleaning company began to be challenged by environmentalists about the chemicals they used, Katrina, the chemical sales rep, was quickly able to supply the necessary information and strategies for addressing these concerns. Katrina was displaying ____________ in building successful partnerships.
A)dependability
B)honesty
C)likeability
D)flexibility
E)competence
10
Which of the following is NOT a phase of relationship development for a seller and a buyer?
A)awareness
B)exploration
C)commitment
D)attraction
E)expansion
11
Ron is creating a supplier relationship management system to identify opportunities for __________________with his vendors.
A)cost reduction
B)greater efficiency
C)other mutual benefits
D)all of the above
E)none of the above
12
Leah, a sales rep for a major advertising company has 100 regular customers. When Leah considers developing successful partnerships, she immediately thinks about two customers who are always asking questions and addressing problems months ahead of her other customers. Leah recognizes these two customers are:
A)keiretsus.
B)competitive alliances.
C)lead users.
D)dependable strategic partners.
E)market gurus.





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