Business marketers track customer loyalty and retention because:

Business marketers track customer loyalty and retention because:
 A) the cost of new customers is often far less than long-standing customers.
  B) all satisfied customers will remain loyal.
  C) the firm can identify opportunities for expanding the relationship.
  D) the cost of serving established customers usually increases.

Question 2

Salespeople involved in relational selling should strive to expand the collaborative involvement between the buyer's and the salesperson's organization.
 
 Indicate whether the statement is true or false

Question 3

Using the continuum of working relationships, the industry bandwidth refers to:
 A) the range of relationship strategies (from transactional to collaborative) that are pursued by competing firms.
  B) the number of competitors in the particular industry.
  C) always-a-share customers.
  D) the lost-for-good customer.
  E) the number of organizations in a straight rebuy situation.

Question 4

Once the sale has been made and the product delivered, the buyer does not want to hear from the salesperson until it is time to order again.
 
 Indicate whether the statement is true or false

Question 5

Value can be defined as the _____ benefits received by a customer firm in exchange for the price paid for a product offering.
 A) economic
  B) technical
  C) social
  D) all of the answer choices

Question 6

Salespeople should make sure that their customers have accurate expectations about how the complaint will be resolved.
 
 Indicate whether the statement is true or false

Question 7

The open exchange of information is a characteristic of ____ relationships.
 A) close
  B) distant
  C) transactional
  D) all of the answer choices
  E) both distant and transactional