[United]  United Airlines has been selling airline tickets to travel agencies since 1976. United for Business senior sales managers, such as Kevin, and client representatives at travel agencies like Expedia have come to know each other over the years and have formed close connections. Kevin shares upcoming promotions and mileage perks, while travel agencies reach out to Kevin with special ticketing requests, flight concerns such as boarding priority, or requests for merchandise for their clients. At the end of the day, both companies are working to keep each other satisfied. What type of selling best describes Kevin’s approach?

[Ben]  Ben P. is trying to figure out how many salespeople his company needs. He knows they have 200 customers, each of whom should be contacted 12 times a year. Every sales call takes about 90 minutes, and each salesperson has 1,800 hours of available selling time annually. Based on this information, how many salespeople does Ben’s company need?

[Guy]  Guy is a salesman for a hospitality company that helps book conference and event spaces in major U.S. cities. His company recently tasked him with targeting Canadian businesses that frequently travel to Chicago for organizational events. After identifying a potential lead named Paul, who works for a Vancouver-based engineering firm, Guy decides to meet with him in person. Wanting to make a strong first impression, Guy puts on his favorite Calvin Klein cologne and arrives early to their dinner meeting. Throughout dinner, Guy focuses less on selling and more on getting to know Paul, building rapport by chatting about shared interests. When Paul brings up his love for beer, Guy joins in enthusiastically, and the two dive into a conversation about local breweries. Later, Guy shifts the conversation and starts asking about Paul’s company’s event space needs. What stage of the selling process is Guy in?

Use the cofunctions of complementary angles to fill in the blank of

[content] Online content created by an individual outside of a professional or commercial organization is a criterion of

[geographical] An advantage of a geographical sales organization is that it

[intro] Promotional expenditures at the introduction stage of the product life cycle, when few if any competitors exist, are best spent on

[benefit]  Which of the following is the best example of a product benefit?

[relationship] Which statement about relationship marketing is most accurate?

[channels] In a marketing context, all of these are channels of communication used to convey a message from a source to a receiver except which?