Exam 2: Building the Trust and Sales Ethics

In the context of buyer-seller relationships, if credibility is the concern, then the salesperson must demonstrate how his or her company can offer the best deals.

Robert is a young college graduate who is looking for a sales job in the pharmaceutical business. To better his chances of being selected by employers, he decides to enhance his knowledge of the latest medications in the market. In this scenario, it is evident that Robert is trying to enhance his _____.

_____ are salespeople who are in a unique position to capitalize on building credibility with customers who place a high value on trust.

Milton is the sales manager of a cosmetics company that offers a wide range of face creams, lipsticks, and eye makeup. Some of the company's products are sold to wholesalers and distributors, while others are sold directly to individual buyers. Milton decides to divide the company's vast customer base into distinct segments so that the company's salespeople can target each segment more effectively. To carry out this process, it is necessary for Milton to possess sound _____.

Salespeople can use Global Positioning System (GPS) technology to better serve their clients.

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 prioritizes _____ in the buyer-seller relationship.

Relationship selling focuses on an organization's short-term marketing strategy.

Identify a true statement about trust.

Which critical variable of trust in a salesperson does the question "Will you recommend what is best for me?" most likely address?

A trustworthy salesperson understands doing "anything to get an order" will ultimately strengthen the buyer-seller relationship.

Companies use Global Positioning System (GPS) tracking systems to track their salesforce because:

Good salespeople must adjust their selling strategy depending on their competition.

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

A customer-oriented salesperson covers both the pros and cons of a recommended product when making a sale to a customer.

Salespeople should always communicate using e-mail as it eliminates any possibility of misunderstanding.

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.

Which of the following statements is true about relationship selling?

It is important for a salesperson to understand what service dimensions concern the buyer. Which of the following service dimensions does the question "Do we send a team to your site for start-up?" address?

Larger companies typically break their customers into distinct markets.

A salesperson's commonalities with other individuals is known as _____.