Question

12) Jimmy made a habit of buying products only from those companies he sold his products to. We would call this practice: A) reciprocity. B) prudent. C) entertaining. D) gift giving. E) bribery. 13) The most important single determinant of employee ethics is: A) role model provided by top management. B) role model provided by sales manager. C) personal values of salesperson. D) values of the country. E) company policies and practices. 14) In strategic-alliance sales, the buyer considers the sale A) product B) customer service C) sale person D) price E) organization as the main element of th as the most important 15) In transactional sales, the customer considers the element of the sale. A) organization B) product C) customer service D) price E) salesperson 16) Generally speaking, the firm handshake will communicate: A) moral superiority. B) good physical fitness. C) sales competence. D) a caring attitude. E) a degree of nervousness. 17) Sandeep engages in a process of strategically developing high quality long- relationships. This process focuses on might be called: A) marketing. B) rapport building. C) partnering. D) target marketing. E) selling. solving customers' buying problems. Thi

Answer 1

Q12)
This practice is called
A) reciprocity

In this one party sell his or her goods/services to another party and purchases the another party's goods/services.

Q13)
E) Company policies and practices

This determines how the employees are valued and treated. This also guides how various stakeholders are treated

Q14)
E)organization

In a strategic alliance sale, from the buyer's view, the company is the most important.

Q15)
E) Sales person

In a transactional sale, a sales person develops a relationship with the buyer and persuades him or her

Q16)
A) moral superiority

Q17)
B) rapport building