Chapter 2 Study Plan

The​ ___________ strategy is a​ well-thought-out plan for​ establishing, building, and maintaining quality relationships.

relationship

Creating an appealing value​ proposition, communicating the value​ proposition, and delivering on the value proposition are​ ________.

the three components of value creation

The salespeople who will be rewarded in the information economy are those that have​ ________.

the​ skills, knowledge, and motivation to create value at every step of the sales process

Which key element of the​ "problem-solver stage" relates to a​ salesperson's ability to collect information regarding the​ customer's needs and responding​ appropriately?

Adaptive selling

Need​ assessment, problem​ solving, relationship​ building, and sales​ follow-up are key to which of the​ following?

Consultative selling

Coincidental with the era of marketing and the age of​ information, which of the following is of primary importance to business​ success?

Customer satisfaction

Personal selling is typically considered a major method in what part of the marketing​ mix?

Promotional strategy

Corning, a maker of glass​ products, formed a relationship with​ Samsung, a South Korean manufacturer of televisions. This is an example of which of the​ following?

Strategic account partnership

What is the purpose of​ Salesforce.com?

To provide CRM support for sales force and marketing personnel

The goal of​ ______________ is to achieve a marketplace advantage by teaming up with another company whose products or services fit well with its own.

a strategic selling alliance

Establishing a relationship based on​ trust, carefully identifying the​ customer's needs, and identifying the best possible solutions are ways that salespeople can​ _______________

create a value

The information economy rewards those salespeople who have the​ skills, the​ knowledge, and the motivation to​ ________ at every step of the sales process.

create value

The definition of​ value-added selling is a series of​ ________.

creative improvements that enhance the​ customer's experience

Under the marketing​ concept, ________ are the paths to sales and profits.

customer focus and value

Once the marketing concept becomes an integral part of a​ firm's philosophy, its management seeks to develop a network of marketing activities that maximize​

customer satisfaction and ensure profitability

The four broad strategic areas in the ​Strategic/Consultativedash-Selling Model are​ __

developing a relationship​ strategy, developing a product​ strategy, developing a customer​ strategy, and developing a presentation strategy

The sweeping change in personal selling models has moved from peddling to

long-term consultative problem solving and​ value-added partnering

Consultative selling is a natural extension of the​

marketing concept

Consultative​ selling, which is an extension of the marketing​ concept, emphasizes​

need identification

Strategic account management is the highest form of​ __

partnering

The stages of the evolution of the sales process are the

persuader stage and then​ problem-solver stage

Becoming a product​ expert, selling​ benefits, and creating​ value-added solutions are the three prescriptions​ for__________________ strategy.

product

Which area of the ​Strategic/Consultativedash-Selling Model focuses on​ establishing, building, and maintaining connectivity with​ customers?

relationship strategy

Strategic selling evolved in the 1980s and involves the preparation of a carefully conceived plan to accomplish

sales objectives

The plan that includes strategies that you use to position yourself with the customer before the sales call even begins is called the​ ________

strategic selling plan

Partnering is a​

strategically​ developed, long-term relationship that solves the​ customer's problems

Since the beginning of the information​ age, personal selling has evolved through three distinct developmental​ periods:

the consultative selling​ era, the strategic selling​ era, and the partnering era

Strategic account management seeks​ ________ with a limited number of key customers.

the development of strategic partnering relationships