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Question
_____ occur in between the two extremes on the relationship continuum, where the focus of the selling firm shifts from attracting customers to keeping customers.a. Transactional exchanges
b. Value-added exchanges
c. Competitive exchanges
d. Collaborative exchanges
Answer
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Related questions
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By reducing waste, compressing time, reducing unit costs, and by demonstrating a flexible response, Dell Computer achieves the four major goals of supply chain management. Briefly describe the meaning and significance of each of these goals to a firm like Dell.
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Cisco and General Electric demonstrate special skills in forging relationships with suppliers and alliance partners. This is an example of:
a. a value network.
b. relationship dynamics
c. a strategic asset.
d. a market scope.
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The process that translates marketing plans into action assignments and ensures that such assignments are executed in a manner to accomplish a plan's defined objectives is called:
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c. strategic marketing.
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e. competitive advantage.
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The structure of the buying center in a traditional selling focus is indicated by the____________________and a few other individuals are involved in the buying decision.
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Relationship____________________represents the customer's desire to engage in strong relationships with a current or potential supplier.
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A benchmarking study sought to uncover the critical success factors that drive a firm's new product performance. The results indicate that successful firms:
a. center development efforts on clearly-defined market and technology domains.
b. seldom "kill" a project once the new product development process has been initiated.
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Products that share a common platform but have different specific features and enhancements that are required for different sets of consumers constitute:
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b. a product market.
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Qualitative sales forecasting techniques provide a systematic analysis of cause and effect relationships.
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_____ is the integration of business processes from end user through original suppliers that provides products, services, and information that add value for customers.
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a. customer service
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e. Improvisation
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As a customer adopts JIT purchasing, the typical order size shrinks and more frequent deliveries are required.
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Not all products nor all customers require the same level of logistical service.
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The ____________________ method combines and averages top executives' estimates of future sales and is popular because it is easy to apply and understand.
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If the business marketer can offer a buyer more consistent delivery performance from the logistical system, the buyer would have the opportunity to cut the level of safety stock maintained.
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Describe the factors that appear to influence the salesperson's satisfaction with the job and the work environment.
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Which of the following characteristics is true of induced strategic behavior?
a. Communication is consistent with organizational flow.
b. An informal network assesses technical and market merit.
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d. All of the above.
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For supply chain management, functional products typically have predictable demand patterns while innovative products do not.
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Properly implemented, supply chain management will lead to longer order-to-delivery cycle time.
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The balanced scorecard measures the performance of a business unit from:
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b. a financial perspective.
c. a learning and growth perspective.
d. all of the above.
e. (a) and (b) only.
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Provide an illustration of a situation where value-in-use segmentation would seem to be especially appropriate.
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The cycle component in a time series indicates the long term general movement in the data in one direction.
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c. global markets.
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Changes in business marketing strategy requires corresponding changes in personal selling styles.
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If the requirements of segmentation are met, it should provide the business marketer with valuable guidelines for allocating marketing resources.
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Salespersons tend to have a higher level of job satisfaction when they perceive that their first-line supervisor closely directs and monitors their activities.