Selling Today, 12e (Manning) - PIV
Chapter 3 Creating Value with a Relationship Strategy

3.1 True/False Questions

1) Emotional intelligence refers to the capacity for monitoring our own feelings and those of others, along with motivating ourselves and managing our emotions.
Answer: TRUE
Diff: 2 Page Ref: 83
Objective: LO1

2) This first major relationship challenge is understanding the win-win philosophy.
Answer: FALSE
Diff: 1 Page Ref: 83
Objective: LO1

3) In the strategic/consultative selling model, developing a relationship strategy includes the following recommendations: adopt the marketing concept, project a professional image, and maintain high ethical standards.
Answer: FALSE
Diff: 3 Page Ref: 84
Objective: …show more content…

A) self-concept
B) self-love
C) self-esteem
D) self-mythology
E) self-examination
Answer: A
Diff: 2 Page Ref: 87
Objective: LO2

11) Which of the following is a practical approach to improving your self-image?
A) Learn to develop a positive mental attitude.
B) Maintain a clear focus on past mistakes.
C) Spend time getting to know your competition.
D) Spend time each day contacting your current customers.
E) Develop a general level of knowledge on many topics.
Answer: A
Diff: 2 Page Ref: 88
Objective: LO2

12) The win-win strategy can best be summed up as which of the following statements?
A) Both buyer and seller come away from the negotiation having given up something they originally wanted.
B) Both buyer and seller come away from the negotiation feeling that their best interests have been served.
C) Both buyer and seller come away from the negotiation feeling that they have made a new friend.
D) Neither buyer nor seller comes away from the negotiation feeling that they have made progress.
E) Neither buyer nor seller comes away from the negotiation having given up anything.
Answer: B
Diff: 2 Page Ref: 88
Objective: LO2

13) Which of the following is considered an element of nonverbal communication?
A) an email confirmation of an appointment
B) active listening phrases
C) choice of words to communicate