Selling Today, 13e (Manning/Ahearne/Reece) Chapter 4 Creating Value with a Relat

Question

Selling Today, 13e (Manning/Ahearne/Reece) Chapter 4 Creating Value with a Relationship Strategy 4.1

True/False Questions

1) In the information age, building and maintaining relationships has little to no impact on sales success. 2) Although developing relationships with customers frequently leads to repeat business, such partnering rarely triggers referrals. 3) Traditional industrial age sales-training programs encouraged salespeople to make positive first impressions with customers and then to push the product to make a quick sale. 4) An empathizer is someone who understands the ways humans interact. 5) Transactional selling is a strategically developed, high-quality, long-term relationship that focuses on solving the customer's buying problems. 6) The role of a salesperson should move from supporting to selling. 7) Maintaining a positive relationship with company support staff is a key element of building partnership relationships. 8) Customers almost never buy products from someone they dislike. 9) Win-win selling means that a salesperson sacrifices price to gain the sale. 10) Ego drive is an inner force that propels a salesperson to attempt to close a sale. 11) Research indicates that when two people communicate, verbal messages convey much more impact than nonverbal messages. 12) Nonverbal messages can reinforce or contradict the spoken word. 13) Most image consultants agree that male salespeople should always wear suits to make the best impression on customers even when customers are dressed casually. 14) The CARE model helps salespeople add value to their relationships with customers. 15) The steps of self-improvement include setting goal, engaging in visualization, using positive self-talk, and rewarding your progress.

Explanation / Answer

1. It is false that in the information age, building and maintaining relationships has little to no impact on sales success.

2. It is true that although developing relationships with customers frequently leads to repeat business, such partnering rarely triggers referrals.

3) It is true that traditional industrial age sales-training programs encouraged salespeople to make positive first impressions with customers and then to push the product to make a quick sale.

4) It is true that an empathizer is someone who understands the ways humans interact.

5) It is false that transactional selling is a strategically developed, high-quality; long-term relationship that focuses on solving the customer's buying problems.

6). It is false that the role of a salesperson should move from supporting to selling.

7) It is false that maintaining a positive relationship with company support staff is a key element of building partnership relationships.

I had answered 7 questions, for rest one upload them as separate question

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