If a customer places an order for a product which is an urgent requirement, the concerned ...

If a customer places an order for a product which is an urgent requirement, the concerned salesperson should engage in a(n) _____ to meet the customer requirement.
 A) design and manufacturing partnership
  B) shipping and transportation partnership
  C) marketing partnership
  D) administrative support partnership
  E) sales partnership

Question 2

Ethan is a young salesperson who has conversations with his customers in an attempt to establish and maintain good relationships with them. His main focus is to gain the confidence of his customers through these conversations so that he can determine their needs and help them fulfill those needs. In this scenario, Ethan is engaging in _____.
 A) sales training
  B) sales dialogue
  C) sales calling
  D) sales pitching
  E) sales prospecting

Question 3

Consumer participation in production increases opportunities for ethical misconduct by service providers because:
 A) it increases opportunities for coercive influence strategies used by the service provider.
  B) the service provider is not under the direct supervision of a manager.
  C) the customer's participation voids any guarantees.
  D) of the time lapse between participation and results.
  E) of increased search attributes.

Question 4

As part of their training, salespeople actually work in production facilities in order to:
 A) access and understand the different customer complaints received.
  B) understand what has to be done to meet product design and delivery requirements.
  C) access account classification information from the production team.
  D) ensure that products are safely shipped to customers.
  E) gather organizational marketing strategies that serve as guidelines for salespeople.

Question 5

The series of conversations between buyers and sellers that take place over time in an attempt to build relationships is referred to as _____.
 A) sales advertising
  B) sales dialogue
  C) sales presentation
  D) sales prospect
  E) sales support

Question 6

Which of the following statements is NOT an explanation for why service consumers are particularly vulnerable to ethical misconduct?
 A) Services are often provided by boundary-spanning personnel.
  B) Variability in service performance is somewhat accepted.
  C) Reward systems are often outcome-based as opposed to behavior-based.
  D) Consumers are active participants in the production process.
  E) Other consumers are involved in the production process.

Question 7

Maria has placed an order for a tea table at Furnitup Inc and has specified the shape and dimensions of the table she requires. In this scenario, the sales team at Furnitup should engage in a(n) _____ to meet the specific customer requirement.
 A) design and manufacturing partnership
  B) shipping and transportation partnership
  C) marketing partnership
  D) administrative support partnership
  E) sales partnership

Question 8

Susan's customers are always concerned about what they are receiving in exchange for what they are paying. They are concerned about the ways in which Susan is helping them achieve their strategic goals and how she is helping them save money. In this context, Susan's prospects are concerned about _____.
 A) marketing
  B) personal selling
  C) customer value
  D) marketing communications
  E) advertising

Question 9

Which of the following statements is NOT an explanation for why service consumers are particularly vulnerable to ethical misconduct?
 A) Services possess few search attributes.
  B) Services are often specialized and/or technical.
  C) Services are deeds, efforts, or performances.
  D) The time lapse between performance and evaluation is sometimes significant.
  E) Many services are sold without guarantees and warranties.