Scott is a salesperson for an automobile manufacturing company. He usually tries to increase the number of critical encounters with his customers to facilitate effective communication. Which of the following sequential components of effective salesperson follow-up is Scott focusing on in the given scenario? Interact Connect Understand Relate Encourage Focusing on short-term orders is important to convert new customers to committed lifetime customers. True False Which of the following statements is true of salespeople who engage in traditional selling? They think that their job is over when they close a sale. They move on to new prospects only once the current order is delivered to the customer. They rely on integrative, win-win, and collaborative negotiation. They focus on maintaining long-term relationships with customers. They engage in a high level of problem-solving activity. Grace is a salesperson for a soflware development company. She makes it a point to maintais contact with at leav three people in cach of her customers coenpanies who can influence purchase decisions. Which of the following sequential components of eflective valespervan follow-up is Grace focusing on in the given scenario? Interact Connect Request Relate Encourage Anthony, a purchasing agent for a bospital, finds several items missing from a shipment that the hospital received from one of its suppliers. He speaks with a customer service representative who is very friendly and helpful. Anthony calls the supplier again the next day but speaks with a different customer service repesentative who is not as friendly. Which of the following is most likely the problem with the custoener service provided by the supplier? Unlike the first customer service representative, the second customer service representative failod to avoid eritical encounters with the customer. The quality of service provided is inconsistent across customer service agents. The first customer service representative set unrealistic expectations. The second customer service representative needs more techuical training. Unlike the first castomer service representative, the second customer service representative failed to apply the practices of traditional selling Which of the following is the most important dimension of customer service? Communication Candor Service resilience Service motivation Anticipation