Bill has been selling vacuum cleaners door-to-door for the past seven years. Recently he took a new job selling industrial cleaning equipment to large factories and institutions. Bill was assigned a territory that contained 35 accounts with which his company has been doing business for several years. Bill is having trouble adjusting from his role as a traditional salesperson to his role as a relational salesperson. Which of the following best reflects one of the key differences between traditional selling and relational selling that may be causing Bill some adjustment trouble.
a. In his new job, getting orders is not important.
b. The company he is now working for is not concerned about profits.
c. With his new job, Bill has to build and maintain long-term relationships.
d. The customers Bill is now calling on are only concerned about price.
e. All of the above.
Question 2
One solution to missing data is to impute a missing value based on the respondent's choices to other questions.
Indicate whether the statement is true or false
Ngandong calottes from Java are the youngest H. erectus fossils at perhaps 27,000-50,000 years old.
Thinking about Past Experiences While Asleep
Bill Viola. Room for St. John of the Cross. 1983.
Bill Viola, The Reflecting Pool.
Bill Viola, Room for St. John of the Cross.
Selling Today: Partnering to Create Value (Manning/Ahearne/Reece)