Chapter 1

Question 0

Relationship selling

Answer 0

Building relationships
Doing more
Working with customers
Improving inefficiencies

Question 1

Transactional selling

Answer 1

A series of transactions each involving separate organizations entering into an independent transaction involving the delivery of a product or service in return for compensation

Question 2

Leading vs managing

Answer 2

Communicating vs controlling
Coach vs boss
Empowering vs directing

Question 3

Sales management process

Answer 3

1. Formulation
2. Implementation
3. Evaluation & control

Question 4

Laws relevant to sales programs

Answer 4

Antitrust
Consumer protection
Equal employment

Question 5

Demarketing

Answer 5

Sales force must help administer rationing programs which allocate scarce supplies according to customer purchase history

Question 6

Corporate culture

Answer 6

Shape attitudes/actions of employees and help determine kinds of plans policies and procedures salespeople and their managers can implement