Exam 2: Building Trust and Sales Ethics

Salespeople are often faced with quota pressure from their managers.Under these circumstances,which of the following practices by a salesperson is most likely to be considered an example of ethical behavior?

(Multiple Choice)

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Question 21

The ultimate question a buyer asks is: Why should I use your product over the one I am currently using? A salesperson must have _________ to answer this question.

(Short Answer)

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Question 22

Ravi is a sales representative at a sports equipment company.He has a keen interest in tennis and often organizes matches with some of his customers on weekends.By doing so,he has befriended a number of his clients.Given this information,it is evident that Ravi gives high priority to _____ in the buyer-seller relationship.

(Multiple Choice)

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Question 23

_________ is taken to mean that a buyer relied on a seller's statements in making a purchase decision.

(Short Answer)

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Question 24

Salespeople are often stereotyped as pushy,shifty,and untrustworthy because:

(Multiple Choice)

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Question 25

Milton is the sales manager of a cosmetics company that offers a wide range of face creams,lipsticks,and eye makeup.Some of the products are sold to wholesalers and distributors,while others are sold directly to end-users.Milton decides to divide his company's vast customer base into distinct segments so that the company's salespeople can specialize in one line of business only.To carry out this process,it is necessary for Milton to possess sound _____.

(Multiple Choice)

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Question 26

Honesty of the spoken word is called _________,one of the components of trust.

(Short Answer)

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Question 27

Salespeople who always do what they say they will do earn the trust of buyers because buyers perceive them as being:

(Multiple Choice)

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Question 28

Which component of trust in a salesperson does a buyer's question "Can you and your company back up your promises?" most likely address?

(Multiple Choice)

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Question 29

Using the Web to do an initial search on a company can tell a salesperson what products a company makes,what markets they serve,and so on.

(True/False)

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Question 30

In today's increasingly competitive marketplace,buyers are finding it more effective and efficient to do less business with more suppliers.

(True/False)

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Question 31

Josie is a sales professional for a company which manufactures kitchen appliances,and she is consistently rated by customers as the best salesperson.This is because she has a detailed understanding of all the appliances manufactured by the company,including how they work and how they are made.Given this information,it is evident that Josie possesses sound _____.

(Multiple Choice)

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Question 32

Which component of trust in a salesperson does a buyer's question "Will you recommend what is best for me?" most likely address?

(Multiple Choice)

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Question 33

Which of the following statements is true of ethical standards?

(Multiple Choice)

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Question 34

_________ includes knowledge of a contender's strengths and weaknesses in the market.

(Short Answer)

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Question 35

A salesperson's service mission is to:

(Multiple Choice)

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Question 36

The prices quoted and discounts offered by a salesperson do not legally bind a company to their completion.

(True/False)

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Question 37

It is important for a salesperson to understand what service dimensions concern a buyer.A salesperson's question,"Do we send a team to your site for start-up?" addresses the service dimension of _____.

(Multiple Choice)

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Question 38

Which component of trust in a salesperson does a buyer's question "Do you know what you're talking about?" most likely address?

(Multiple Choice)

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Question 39

If a salesperson does not exercise "reasonable care" in formulating product claims to a customer,he or she is guilty of _________.

(Short Answer)

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Question 40

Showing 21 - 40 of 60

Salespeople are often faced with quota pressure from their managers.Under these circumstances,which of the following practices by a salesperson is most likely to be considered an example of ethical behavior?

The ultimate question a buyer asks is: Why should I use your product over the one I am currently using? A salesperson must have _________ to answer this question.

_________ is taken to mean that a buyer relied on a seller's statements in making a purchase decision.

Salespeople are often stereotyped as pushy,shifty,and untrustworthy because:

Honesty of the spoken word is called _________,one of the components of trust.

Salespeople who always do what they say they will do earn the trust of buyers because buyers perceive them as being:

Which component of trust in a salesperson does a buyer's question "Can you and your company back up your promises?" most likely address?

Using the Web to do an initial search on a company can tell a salesperson what products a company makes,what markets they serve,and so on.

In today's increasingly competitive marketplace,buyers are finding it more effective and efficient to do less business with more suppliers.

Which component of trust in a salesperson does a buyer's question "Will you recommend what is best for me?" most likely address?

Which of the following statements is true of ethical standards?

_________ includes knowledge of a contender's strengths and weaknesses in the market.

A salesperson's service mission is to:

The prices quoted and discounts offered by a salesperson do not legally bind a company to their completion.

It is important for a salesperson to understand what service dimensions concern a buyer.A salesperson's question,"Do we send a team to your site for start-up?" addresses the service dimension of _____.

Which component of trust in a salesperson does a buyer's question "Do you know what you're talking about?" most likely address?

If a salesperson does not exercise "reasonable care" in formulating product claims to a customer,he or she is guilty of _________.

Overview of Personal Selling

Understanding Buyers

Communication Skills

Strategic Prospecting and Preparing for Sales Dialogue

Planning Sales Dialogues and Presentations

Sales Dialogue: Creating and Communication Value

Addressing Concerns and Earning Commitment

Expanding Customer Relationships

Adding Value: Self-Leadership and Teamwork

Filters

Exam 2: Building Trust and Sales Ethics

Salespeople are often faced with quota pressure from their managers.Under these circumstances,which of the following practices by a salesperson is most likely to be considered an example of ethical behavior?

The ultimate question a buyer asks is: Why should I use your product over the one I am currently using? A salesperson must have _________ to answer this question.

_________ is taken to mean that a buyer relied on a seller's statements in making a purchase decision.

Salespeople are often stereotyped as pushy,shifty,and untrustworthy because:​

Honesty of the spoken word is called _________,one of the components of trust.

Salespeople who always do what they say they will do earn the trust of buyers because buyers perceive them as being:

Which component of trust in a salesperson does a buyer's question "Can you and your company back up your promises?" most likely address?​

Using the Web to do an initial search on a company can tell a salesperson what products a company makes,what markets they serve,and so on.

In today's increasingly competitive marketplace,buyers are finding it more effective and efficient to do less business with more suppliers.

Which component of trust in a salesperson does a buyer's question "Will you recommend what is best for me?" most likely address?​

Which of the following statements is true of ethical standards?

_________ includes knowledge of a contender's strengths and weaknesses in the market.

A salesperson's service mission is to:

The prices quoted and discounts offered by a salesperson do not legally bind a company to their completion.

It is important for a salesperson to understand what service dimensions concern a buyer.A salesperson's question,"Do we send a team to your site for start-up?" addresses the service dimension of _____.

Which component of trust in a salesperson does a buyer's question "Do you know what you're talking about?" most likely address?​

If a salesperson does not exercise "reasonable care" in formulating product claims to a customer,he or she is guilty of _________.

Overview of Personal Selling

Understanding Buyers

Communication Skills

Strategic Prospecting and Preparing for Sales Dialogue

Planning Sales Dialogues and Presentations

Sales Dialogue: Creating and Communication Value

Addressing Concerns and Earning Commitment

Expanding Customer Relationships

Adding Value: Self-Leadership and Teamwork

Filters

Salespeople are often stereotyped as pushy,shifty,and untrustworthy because:

Which component of trust in a salesperson does a buyer's question "Can you and your company back up your promises?" most likely address?

Which component of trust in a salesperson does a buyer's question "Will you recommend what is best for me?" most likely address?

Which component of trust in a salesperson does a buyer's question "Do you know what you're talking about?" most likely address?