Sales II - 2.04

Which type of sales relationships refers to:

each sale being a separate transaction

• Transactional

• Functional

• Affiliative

• Strategic

Which type of sales relationships refers to:

the customer buying from the same salesperson out of convenience

• Transactional

• Functional

• Affiliative

• Strategic

Which type of sales relationships refers to:

the customer relies on the salesperson knowledge and expertise

• Transactional

• Functional

• Affiliative

• Strategic

Which type of sales relationships refers to:

the customer and salesperson invest time/money to build a strong, ongoing relationship

• Transactional

• Functional

• Affiliative

• Strategic

Which type of selling strategy refers to:

having a written script for your sales pitch

• Script Based

• Needs-Satisfaction

• Consultative

• Strategic-Partner

Which type of selling strategy refers to:

question the customer to tailor your sales pitch accordingly

• Script Based

• Needs-Satisfaction

• Consultative

• Strategic-Partner

Which type of selling strategy refers to:

requires the sales persons expertise - possible over a log period of time

• Script Based

• Needs-Satisfaction

• Consultative

• Strategic-Partner

Which type of selling strategy refers to:

requires the sales persons expertise - possible over a long period of time

• Script Based

• Needs-Satisfaction

• Consultative

• Strategic-Partner

Which type of selling strategy refers to:

the customer and salesperson creating a new solution to grow both businesses

• Script Based

• Needs-Satisfaction

• Consultative

• Strategic-Partner

Which type of selling strategy:

works well when the product is universal but the exact customer need may differ

• Script Based

• Needs-Satisfaction

• Consultative

• Strategic-Partner