Exam 4: Account Relationship Management

One of the most productive use of a salesperson's time is usually to call on existing customers, rather than prospects.

It is possible for one person to function in the roles of being the user, economic, and technical buyer for a particular purchase.

Successful salespeople are usually able to identify an "advocate" who will take over the selling task for the salesperson.

The term "Buying Center" is used to refer to centralized buying, typically performed at an organization's headquarters.

In a transactional type of relationship, the sales force provides the greatest customer value during which stage(s) of the purchasing process?

Which of the following stages of the buyer-seller relationship focuses on a trial relationship?

Value to a buyer generally means paying the lowest possible list price for a product or service.

An economic buying influence is likely to be further up the organizational ladder under what conditions?

The purchasing practice of utilizing supplier tiers is analogous to the marketing practice of customer segmentation.

Developing product specifications involves developing a precise statement of a product's requirements and tolerances.

According to the at least one senior manager which stage of the purchasing process do customers feel is the "Achilles heel" for most suppliers

Attempting to create the highest level of customer value during the evaluation of alternatives stage of the purchasing process is typical of which type of customer relationship?

The person in the User Buyer role generally has a much broader product focus than does the Economic Buyer.

Value analysis focuses on the relative costs of providing a necessary function or service.

According to buyer survey results which of the following personal attributes generally has the least effect on perceptions of a salesperson's trustworthiness?

People who are not employees of the buying organization, may be a part of an organization's buying center.

Salespeople should be prepared to discuss interest rates and financing terms with the Economic Buying Influence.

Which of the following encourages parties to progress into a fully committed buyer-seller relationship?

Which of the following buying center people is concerned with the product's specs, is focused on the present, is most likely to ask what a product does?"

In many consultative type of sales situations, the customer may not be aware that a need or opportunity exists.