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12 Cards in this Set
- Front
- Back
an auction in which a buyer offers a contract and sellers bid
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reverse auction-ebay
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the modern era is all about
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relationships
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the ability to effectively understand and use your own emotions and those of pepole with whom you interact. includes four aspects: knowing your own feelings and emotions as they are happening, controlling your emotions so you od not act impulsively, recognizing your customer's emotions, and using your emotions to interact effectively.
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emotional intelligence
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agreement between cometitors before customers are contacted is a
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conspiracy
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competitors working together while the customer is making a purchases decision.
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collusion
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employees who cross the organizational boundary and interact with customers or vendors.
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boundary spanning employees
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in the consumer channel, ---------are indepedent business people who are paid a commission by a manufacturere for all products or services sold.
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manufacturer agents
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special relationship in which two companies agree to buy products from each other.
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reciprocity
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payments made by a producer to a reseller's salespeople to motivate the sales pepol to sell the producers products or services
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spiffs
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actions by one salesperson that go behind the back of a purchaser to directly contact other members of the buying center
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backdoor seller
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is psychological distress brought about by job demands or constraints encountered in the work
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felt stress
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KSA's
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knowledge, skills, abilities
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