10 A business friendship differs significantly from a personal friendship

10 a business friendship differs significantly from a

This preview shows page 106 - 108 out of 205 pages.

10. A business friendship differs significantly from a personal friendship. Answer: FalseLearning Objective: 13-02 Topic: Building a Long-Term Business FriendshipBlooms: UnderstandAACSB: Level of Difficulty: MediumExplanation: The relationship between a salesperson and a client that revolves around business related issues is referred to as a business friendship. A good business friendship is a relationship much like any of your personal friendships.11. A salesperson should avoid making personal relationships with clients. Answer: FalseLearning Objective: 13-02Topic: Building a Long-Term Business FriendshipBlooms: UnderstandAACSB: Level of Difficulty: MediumExplanation: Although business relationships initially revolve around business issues, they often develop into personal relationships, which is acceptable. 12. Building a lasting business friendship based on mutual trust typically takes time. Answer: True Learning Objective: 13-02Topic: Building a Long-Term Business FriendshipBlooms: Remember AACSB: Level of Difficulty: Easy Explanation: Trust and wisdom in a relationship grow over time. Years may pass before an intimate friendship develops between buyer and seller.13. In a relationship, trust increases and wisdom decreases over time. Answer: FalseLearning Objective: 13-02Topic: Building a Long-Term Business Friendship11-106
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Blooms: UnderstandAACSB: Level of Difficulty: MediumExplanation: Trust and wisdom both increase with time in any relationship. Acquaintances have the lowest levels of trust and wisdom and intimate friends the greatest.14. A buyer and seller who are at the first stage of business friendship are called acquaintances. Answer: True Learning Objective: 13-02Topic: Building a Long-Term Business FriendshipBlooms: Remember AACSB: Level of Difficulty: Easy Explanation: Acquaintances are people whose names you know, whom you see occasionally, and whom you may know little about even if you’ve known them for a long time. In the business world, as well as in one’s personal life, acquaintances are viewed as having low levels of wisdom and trust.15. The most important ingredient in building a lasting friendship is perseverance. Answer: FalseLearning Objective: 13-02Topic: Building a Long-Term Business FriendshipBlooms: UnderstandAACSB: Level of Difficulty: MediumExplanation: The most important ingredients in building a lasting friendship are truly caring for the other person and placing their interests before your interests. Friendship is based on their needs, not on your needs and not necessarily on perseverance.16. The three levels of customer relationship marketing are transaction selling, relationship selling, and partnering. Answer: True Learning Objective: 13-01Topic: Relationship Marketing and Customer RetentionBlooms: UnderstandAACSB: Level of Difficulty: MediumExplanation: Transaction selling, relationship selling, and partnering are the three levels of customer relationship marketing.
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