10. is characterized by short term customer needs. Sales reps make periodic sales calls, with high-volume customers receiving more frequent visits than low volume customers. a. strategic partnerships b. relational selling c. transactional selling d, none of the above 11. In if customers have a bad experience, they simply exclude the selling, company from the consideration set next time. Selling firms with this orientation generally have to touch large numbers of customers to generate business, thus risk is reduced because the selling firm is less dependent on any one customer or a small number of customers. a. strategic partnerships b. transactional selling c. relational selling d. none of the above 12. is characterized by both buyer and seller recognizing that each transaction is just one in a series of purchase agreements and the exchange environment manifests a spirit of cooperation between buyer and seller. a. strategic partnerships b. relational selling c. transactional selling d. none of the above 13. refers to the percentage of customers who will repeatedly purchase products from the selling firm. a. vertical integration b. customer retention c. strategic partnerships d. mutual loyalty 14. results when the goals, strategies, and resources of buyers and sellers become so interconnected and intertwined that they develop an integrated, symbiotic relationship although still retaining their independent identities. a. vertical integration b. customer retention c. strategic partnerships d. mutual loyalty 15. are based more on inter-organizational collaboration than on arm's-length aggressive bargaining and are not viewed as competitive. In fact, decision making often is collaborative, and firms share managerial resources and expertise when solving key strategic and tactical issues. a. strategic partnerships b. relational selling c. transactional selling d. none of the above 16. exhibit high levels of collaboration among partners, equality, shared vision, benefits and goals, and high levels of trust. a. relational selling b. strategic partnerships c. transactional selling d. none of the above 17. occurs when both buyer and seller are committed to each other and avoid behaviors that may damage the relationship. a. vertical integration b. customer retention c. strategic partnerships d. mutual loyalty