Question 1

By definition, deceptive practices are illegal practices.

Accepted Answer

A) True 
 B)False

Question 2

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

Accepted Answer

A) True 
 B)False

Question 3

It is almost impossible for new salespeople to be perceived as trustworthy if they do not have an expertise in their field.

Accepted Answer

A) True 
 B)False

Question 4

It is more important for salespeople to carry a good product than to provide good service.

Accepted Answer

A) True 
 B)False

Question 5

Salespeople need only be concerned with knowing their customers, and not the market in which their customers operate.

Accepted Answer

A) True 
 B)False

Question 6

Salespeople who place as much emphasis on their customer's interests as their own are perceived as being:

Accepted Answer

A)  Dependable 
B)  Customer oriented 
C)  Likeable 
D)  Candid 
E)  Knowledgeable 
A)  Dependable 
B)  Customer oriented 
C)  Likeable 
D)  Candid 
E)  Knowledgeable

Question 7

Susan is a new sales rep who does not yet possess a great deal of product knowledge. She is often asked questions to which she does not know the answer. By being up front with her customers about not knowing the answers, Susan builds trust because she is perceived as:

Accepted Answer

A)  An expert 
B)  Candid 
C)  Compatible 
D)  Competent 
E)  Helpful 
A)  An expert 
B)  Candid 
C)  Compatible 
D)  Competent 
E)  Helpful

Question 8

Salespeople who are trusted and perceived as customer oriented may be considered (by their customers) advisers rather than salespeople.

Accepted Answer

A) True 
 B)False

Question 9

The act of salespeople placing as much emphasis on the customers interest of the room is called __________, one of the components of trust.

Accepted Answer

Customer O

Question 10

Competence is important component of trust.

Accepted Answer

A) True 
 B)False

Question 11

It's possible for someone to be candid but not honest.

Accepted Answer

A) True 
 B)False

Question 12

Which of the following is most accurate regarding successful long-term buyer-seller relationships?

Accepted Answer

A)  The seller almost always charges the buyer the lowest price possible. 
B)  The seller must conceal some cost information from the buyer in order to maintain profitability. 
C)  Mutual trust is crucial. 
D)  The seller must be honest with the buyer. 
E)  All of the above are accurate. 
A)  The seller almost always charges the buyer the lowest price possible. 
B)  The seller must conceal some cost information from the buyer in order to maintain profitability. 
C)  Mutual trust is crucial. 
D)  The seller must be honest with the buyer. 
E)  All of the above are accurate.

Question 13

Possessing strong product, service, and customer knowledge bases helps salespeople do a better job of:

Accepted Answer

A)  creating value-added solutions to the specific needs of their customers. 
B)  competing on price. 
C)  knowing how low they can drop the price and still make a profit. 
D)  increasing profitability by controlling selling expenses. 
E)  manipulating the customer into buying the most profitable solution. 
A)  creating value-added solutions to the specific needs of their customers. 
B)  competing on price. 
C)  knowing how low they can drop the price and still make a profit. 
D)  increasing profitability by controlling selling expenses. 
E)  manipulating the customer into buying the most profitable solution.

Question 14

Which of the following is not one of the most common areas of unethical behavior associated with salespeople?

Accepted Answer

A)  Deceptive practices 
B)  Illegal activities 
C)  Non-customer-oriented behavior 
D)  Poor customer service 
E)  All of the above. 
A)  Deceptive practices 
B)  Illegal activities 
C)  Non-customer-oriented behavior 
D)  Poor customer service 
E)  All of the above.

Question 15

Knowledge tools salespeople must have explained promotional programs their firms have referred to as ___________knowledge.

Accepted Answer

The answer of Knowledge tools salespeople must have explained promotional...

Question 16

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 ____.

Accepted Answer

A)  Likeable 
B)  Candid 
C)  Dependable 
D)  Customer-Oriented 
E)  Concerned 
A)  Likeable 
B)  Candid 
C)  Dependable 
D)  Customer-Oriented 
E)  Concerned

Question 17

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

Accepted Answer

The answer of Honesty of the spoken word is called...

Question 18

It is unlikely that salespeople could use technology to differentiate themselves from their competitors.

Accepted Answer

A) True 
 B)False

Question 19

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

Accepted Answer

A) True 
 B)False

Question 20

____________ refers to the extent to which a salesperson is marked by impartiality and honesty.

Accepted Answer

The answer of ____________ refers to the extent to which...

By definition, deceptive practices are illegal practices.

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

It is almost impossible for new salespeople to be perceived as trustworthy if they do not have an expertise in their field.

It is more important for salespeople to carry a good product than to provide good service.

Salespeople need only be concerned with knowing their customers, and not the market in which their customers operate.

Salespeople who place as much emphasis on their customer's interests as their own are perceived as being:

Susan is a new sales rep who does not yet possess a great deal of product knowledge. She is often asked questions to which she does not know the answer. By being up front with her customers about not knowing the answers, Susan builds trust because she is perceived as:

Salespeople who are trusted and perceived as customer oriented may be considered (by their customers) advisers rather than salespeople.

The act of salespeople placing as much emphasis on the customers interest of the room is called __________, one of the components of trust.

Competence is important component of trust.

It's possible for someone to be candid but not honest.

Which of the following is most accurate regarding successful long-term buyer-seller relationships?

Possessing strong product, service, and customer knowledge bases helps salespeople do a better job of:

Which of the following is not one of the most common areas of unethical behavior associated with salespeople?

Knowledge tools salespeople must have explained promotional programs their firms have referred to as ___________knowledge.

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 ____.

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

It is unlikely that salespeople could use technology to differentiate themselves from their competitors.

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

____________ refers to the extent to which a salesperson is marked by impartiality and honesty.

Overview of Personal Selling

Understanding Buyers

Communication Skills

Strategic Prospecting and Preparing for Sales Dialogue

Planning Sales Dialogues and Presentations

Sales Dialogue: Creating and Communicating Value

Addressing Concerns and Earning Commitment

Expanding Customer Relations

Adding Value: Self Leadership and Teamwork

Sales Management and Sales 2.0

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Exam 2: Building Trust and Sales Ethics

By definition, deceptive practices are illegal practices.

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

It is almost impossible for new salespeople to be perceived as trustworthy if they do not have an expertise in their field.

It is more important for salespeople to carry a good product than to provide good service.

Salespeople need only be concerned with knowing their customers, and not the market in which their customers operate.

Salespeople who place as much emphasis on their customer's interests as their own are perceived as being:

Susan is a new sales rep who does not yet possess a great deal of product knowledge. She is often asked questions to which she does not know the answer. By being up front with her customers about not knowing the answers, Susan builds trust because she is perceived as:

Salespeople who are trusted and perceived as customer oriented may be considered (by their customers) advisers rather than salespeople.

The act of salespeople placing as much emphasis on the customers interest of the room is called __________, one of the components of trust.

Competence is important component of trust.

It's possible for someone to be candid but not honest.

Which of the following is most accurate regarding successful long-term buyer-seller relationships?

Possessing strong product, service, and customer knowledge bases helps salespeople do a better job of:

Which of the following is not one of the most common areas of unethical behavior associated with salespeople?

Knowledge tools salespeople must have explained promotional programs their firms have referred to as ___________knowledge.

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 ____.

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

It is unlikely that salespeople could use technology to differentiate themselves from their competitors.

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

____________ refers to the extent to which a salesperson is marked by impartiality and honesty.

Overview of Personal Selling

Understanding Buyers

Communication Skills

Strategic Prospecting and Preparing for Sales Dialogue

Planning Sales Dialogues and Presentations

Sales Dialogue: Creating and Communicating Value

Addressing Concerns and Earning Commitment

Expanding Customer Relations

Adding Value: Self Leadership and Teamwork

Sales Management and Sales 2.0

Filters