Relationship Selling Refers to

question 273

Multiple Choice

Relationship selling refers to

• A)the assignment of a single salesperson to a single customer throughout the entire sales process.
• B)when suppliers and sellers combine their expertise and resources to create customized solutions; commit to joint planning; and share customer, competitive, and company information for their mutual benefit, and ultimately the customer.
• C)the practice of building ties to customers based on a salesperson's attention and commitment to customer needs over time.
• D)the practice of using an entire team of professionals in selling to and servicing key customers.
• E)the practice of maintaining contact with a customer on a regularly scheduled basis following the initial sale of a product or service

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Definitions:

Higher-Order Conditioning

A process in classical conditioning by which a conditioned stimulus is paired with a new neutral stimulus, creating a second (often weaker) conditioned stimulus.

Counterconditioning

A behavior therapy technique that involves replacing an unwanted response to a stimulus with a desired response.

Shaping

A method of positive reinforcement in operant conditioning that rewards closer and closer approximations of the desired behavior.

Negative Punishment

A behavior modification technique where a desirable stimulus is removed following a behavior, with the intention of decreasing that behavior.