Compare and contrast relationship selling and traditional personal selling.
What will be an ideal response?
Traditional selling:
| · | focuses solely on the sales transaction |
| · | is concerned with making a one-time sale and moving on to the next transaction |
| · | emphasizes a planned presentation for the sole purpose of making the sale |
| · | attempts to persuade buyers to accept a point of view or convince the buyer to take some action |
| · | has objectives that are frequently at the expense of the buyer (win-lose outcome) |
Relationship or consultative selling:
| · | emphasizes the relationship that develops between a salesperson and a buyer |
| · | builds, maintains, and enhances interactions with customers to develop long-term satisfaction through mutually beneficial partnerships |
| · | develops trust over time |
| · | emphasizes solution development over a long-term relationship (a win-win outcome) |
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Coalitions focus on internal goals-they form to influence a body or person internal to the coalition.
Answer the following statement true (T) or false (F)
A cash cow, in the BCG framework, refers to a business that has
A. high market growth and relatively high market share. B. relatively low market share and low market growth. C. low market growth and relatively high market share. D. relatively low market share and high market growth.
Examples of proactive political strategies include all of the following except ________.
A. seeking advocacy through embassies and consulates of the home country B. formal lobbying C. downsizing and transferring business elsewhere D. campaign financing
Which of the following perceptions do employers typically have of older employees?
A. lack of sound judgement B. resistant to new technology C. weak work ethic D. uncommitted to doing quality work