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MKT 3427-Ch. 3

Emotional intelligence refers to the capacity for monitoring our own feelings and those of others, along with motivating ourselves and managing our emotions.
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Terms in this set (45)
Emotional intelligence refers to the capacity for monitoring our own feelings and those of others, along with motivating ourselves and managing our emotions.
T
This first major relationship challenge is understanding the win-win philosophy.
F
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.
F
An empathizer is someone who understands the ways humans interact.
T
Transactional selling is a strategically developed, high-quality, longterm relationship that focuses on solving the customer's buying problems.
F
The role of a salesperson should move from supporting to selling.
F
Maintaining a positive relationship with company support staff is a key element of building partnership relationships.
F
Customers almost never buy products from someone they dislike.
T
Win-win selling means that a salesperson sacrifices price to gain the sale.
F
Ego drive propels a salesperson to attempt to close a sale.
T
Research indicates that when two people communicate, verbal messages convey much more impact than nonverbal messages.
F
Nonverbal messages can reinforce or contradict the spoken word.
T
Most image consultants agree that male salespeople should wear a jacket and tie to make the best impression on customers.
F
The CARE model helps salespeople add value to their relationships w/ customers.
T
The steps of self-improvement include goal setting, visualization, positive self-talk, and rewarding your progress.
F