A(n) _____ is a variation of a referral where, in addition to requesting the names of prospects, a salesperson asks the prospect or customer to prepare a note or letter that can be sent to the potential customer.

Coolex Inc., a chemical refrigerant manufacturer, increases production of liquid refrigerant to meet the rising demand for air conditioners. Which of the following explains this increase in production as a result of an increase in the demand for air conditioners?

Dave is a sales executive at Windsor Stock. His tasks include finding the customers and prospects who would buy the company’s products, locating them, and to pinpoint those who can influence purchase decisions. In this scenario, Dave is involved in:

Comparisons of the products of a company’s competitors for a customer’s buying decisions are critical, especially when the company:

Allen&Spade, a firearms manufacturer, has received a new order for customized handguns. The company understands that the production of this order will require a new set of machinery. With the help of its engineers, the company has figured out the specifications of the machinery required. Which of the following is the immediate next step that the company should take?

A(n) _____ is a system that dynamically links buyers and sellers into a rich communication network to establish and reinforce long-term, profitable relationships.

Application of the multiattribute model of evaluation excludes the assessment of the relative importance of each characteristic specified by suppliers.

A _____ is resistance to a commodity in which a buyer does not like the way the commodity looks or feels.

In a fluctuating economy, salespeople make invaluable contributions by assisting in recovery cycles and by helping to sustain periods of relative prosperity.

Glenn is a salesperson for a wine distributor. One of his customers stated that she is unhappy because her last order was not delivered on time and contained several broken bottles. After listening carefully to get the whole story and taking responsibility for the problem, Glenn should: