Exam 2: Building Trust and Sales Ethics

Just because a person is dependable does not necessarily mean they are trustworthy.

When deciding what is ethical and unethical, a salesperson need only look at what is legal and illegal.

A salesperson can create an express warranty to which his/her company is legally bound.

The act of salespeople placing as much emphasis on the customers' interests as their own is called __________, one of the components of trust.

Which of the following most accurately reflects buyers' information needs?

________________ is a term used when a buyer relied on the seller's statement in making a purchase decision.

Jennifer is a salesperson for a business insurance company.Recently she told several of her customers about new legislation that may adversely affect their businesses.Jennifer is earning trust because her customers will perceive her as ____.

Suppose you are salesperson for a sales force automation consulting company.After working with a potential customer for several weeks you determine that a lower-cost and lower margin solution is best for your customer.Although a more expensive and higher margin system will work, by recommending the lower-cost solution you are demonstrating:

Closely tried to predictability is the characteristic of ____________________, one of the components of trust.