Chapter 4: CREATING VALUE WITH A RELATIONSHIP STRATEGY

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02An effort to override past negative mental programming by erasing or replacing it with conscious, positive, new directions is called

self-confidence.

trustworthiness.

initiative reminders.

personal convincing.

self-talk.

03When you enter a room, you can communicate confidence with

a strong sride, and a determined look.

a strong stride, good posture, and a friendly smile.

appropriate dress, good posture, and a determined look.

good posture, expensive clothes, and a smile.

a strong stride, good posture, and a determined look.

04When it comes to making decisions about appropriate business attire, which four factors should be considered?

Simplicity, quality, appropriateness, and visual integrity

Simplicity, fashion, quality, and visual integrity

Simplicity, fashion, appropriateness, and quality

Fashion, quality, visual integrity, and appropriateness

Fashion, quality, appropriateness, and visual integrity

05According to Larry Wilson, one of the keys in a partnering relationship is

convincing customers that they are getting the best product possible.

the role of the salesperson, which must move from selling to supporting.

making sure the customer follows your selling strategy.

always doing whatever the customer requests.

offering the lowest possible price at all times.

06 Key groups that salespeople should develop partnership relationships with are

company investors and promotional agencies.

customers and secondary decision makers.

company support staff and company investors.

company support staff and end-users.

None of the above

07One way to improve your self-concept is

just accept that you cannot change.

get a makeover.

focus on the future rather than be concerned with past mistakes.

focus on your shortcomings.

participate in a 360-degree evaluation.

09The relationship between verbal and nonverbal messages is that

verbal messages overwhelm nonverbal messages.

verbal messages win out if the nonverbal messages are not consistent with the verbal messages.

nonverbal messages are more confusing because one sign carries so much meaning.

nonverbal message convey much more impact than verbal messages.

only verbal messages build trust.

10One conversational strategy that can enhance relationships is to

talk only about yourself.

tell a joke if you think the customer will enjoy it.

start talking about business right away because time is precious.

make sure you always get to share your point of view.

be a good listener and encourage others to talk about themselves.

11What are some general guidelines for an appropriate "dress for success" look?

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