Exam 2: Building the Trust and Sales Ethics

Larger companies typically break their customers into distinct markets. Which of the following statements is true of this sales strategy?

Which of the following is true of young salespeople?

In the context of sales ethics, which of the following is true of an expense account?

Jennifer is a salesperson for a business insurance company. She informs her customers about new company policies that are likely to affect them despite the risk of losing them. In this scenario, Jennifer exhibits _____.

_____ are created by any affirmation of fact or promise, any description, or any sample or model that a salesperson uses, which is made part of the basis of the bargain.

Phil is a salesman in a grocery store in Bronshire, a state in the United States. His customers are primarily long-term residents of the state. Phil frequently interacts with them and is liked by most of the people who visit the store. The customers feel comfortable explaining to Phil exactly what products they need. In this scenario, Phil exhibits _____.

A salesperson should be familiar with his or her company's key personnel. This helps:

Salespeople are exposed to fewer ethical pressures than individuals in most other occupations.

Which of the following questions must a salesperson be able to answer in order to demonstrate that he or she has product knowledge?

Which critical variable of trust in a salesperson does the question "Will you safeguard confidential information that I share with you?" most likely address?

Which of the following is true of Sales and Marketing Executives International (SMEI)?

Research reveals that _____ play a vital role in influencing buyer perceptions and trust.

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

A salesperson who is ready to answer the question "Does the company repair and maintain its sold products or does the company send them to a third party?" can effectively solve _____.

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

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

A salesperson can learn how the entire marketplace uses his or her company's products more quickly than if he or she had to focus on only one line of business.

_____ refers to the right and wrong conduct of individuals and the institutions of which they are a part.

_____ refers to false claim(s) made by a salesperson about the product or service he or she is trying to sell.

Comparisons of the products of a company's competitors for a customer's buying decisions are critical, especially when the company: