Exam 2: Building the Trust and Sales Ethics

_____ refers to the quality of being free from danger.

_____ refers to the knowledge of a rival company's strengths and weaknesses in the market.

Sometimes, in a buyer-seller relationship, unethical behavior is not initiated by the salesperson but by the buyer. Which of the following is an example of buyers engaging in unethical behavior?

Which critical variable of trust in a salesperson does the question "Do you know what you are talking about?" most likely address?

_____ refers to the ability, knowledge, and resources to meet customer expectations.

"How do your company's prices compare with others in your industry?" is a question that requires a salesperson to use his or her _____.

Which of the following technologies allows non-electronic documents to be transmitted 24 hours a day?

Nora, a salesperson who works for Fifth Leaf Fashions, informs her customers that they can return garments within 30 days of purchase for cash. However, the Fifth Leaf Fashion's return policy states that customers may only exchange garments for other garments and not for cash. In this scenario, it is evident that Nora needs to improve her _____.

Josie, a sales professional for a company that manufactures kitchen appliances, is consistently rated by customers as the best salesperson 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 _____.

Salespeople should not use e-mail to send out mass communications to customers and prospects.

The ability to use promotion knowledge and price knowledge often makes the difference between a well-informed buyer who is ready to make a decision and another buyer who is reluctant to move the sales process forward.

Which of the following would be considered an illegal activity in the sales profession?

_____ refers to i nformation salespeople must have about the latest applied sciences.

A salesperson's service mission is to:

Which of the following is true of traditional selling?

Which of the following correctly reflects a research finding about the sales profession?

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

Information about customers is gathered by companies over time and from very different sources.

Today's contemporary selling process is embedded within the relationship marketing paradigm.

Which of the following knowledge tools must a salesperson use to answer the question "Can the salesperson give additional discounts to get a potential client whom the company has been after for years?"