Question 1

Knowledge is of little importance when it comes to building trust.

Accepted Answer

A) True 
 B)False

Question 2

Which of the following are considered ethical behavior?

Accepted Answer

A)  Exaggerating product benefits 
B)  Withholding relevant information from the customer 
C)  Providing answers to questions to which they do not know the answer 
D)  Both b and c 
E)  None of the above 
A)  Exaggerating product benefits 
B)  Withholding relevant information from the customer 
C)  Providing answers to questions to which they do not know the answer 
D)  Both b and c 
E)  None of the above

Question 3

Anything that is unethical is also illegal.

Accepted Answer

A) True 
 B)False

Question 4

Trust is composed of a variety of components, including honesty, candor, competence, and customer orientation.

Accepted Answer

A) True 
 B)False

Question 5

Salespeople often adapt their appearance and communication style to that of their customers. This helps them to build trust because their customers perceive them as being:

Accepted Answer

A)  Experts 
B)  Customer oriented 
C)  Compatible 
D)  Candid 
E)  Knowledgeable 
A)  Experts 
B)  Customer oriented 
C)  Compatible 
D)  Candid 
E)  Knowledgeable

Question 6

In order to better understand how to position their products relative to others in a competitive marketplace, salespeople must possess _____________knowledge.

Accepted Answer

The answer of In order to better understand how to...

Question 7

A person's personal ethics may differ from the ethics of the company for which they work.

Accepted Answer

A) True 
 B)False

Question 8

_______________is a way a salesperson can create product liability is by making a false claim about a product hoping the buyer will think it's true.

Accepted Answer

The answer of _______________is a way a salesperson can create...

Question 9

The American Marketing Association has established its own code of ethics in which its members are committed to.

Accepted Answer

A) True 
 B)False

Question 10

Which of the following statements is most accurate with respect to sales and ethics?

Accepted Answer

A)  Ethics are universal; they're the same in every country. 
B)  Ethics are culturally based; they vary from country to country 
C)  Ethical standards are, by definition, legal standards. 
D)  It's OK for salespeople to engage in unethical behavior because buyers do all the time. 
E)  None of the above are accurate. 
A)  Ethics are universal; they're the same in every country. 
B)  Ethics are culturally based; they vary from country to country 
C)  Ethical standards are, by definition, legal standards. 
D)  It's OK for salespeople to engage in unethical behavior because buyers do all the time. 
E)  None of the above are accurate.

Question 11

Which of the following best completes the sentence "It's difficult to ____ someone if I don't ____ them."?

Accepted Answer

A)  Know, trust 
B)  Know, like 
C)  Trust, like 
D)  Trust, buy from them 
E)  None of the above 
A)  Know, trust 
B)  Know, like 
C)  Trust, like 
D)  Trust, buy from them 
E)  None of the above

Question 12

Andrew is a new sales rep for an industrial chemical supplier. Andrew makes it a point to never be late for an appointment and to always follow through immediately on promises he makes to his customers. These behaviors help Andrew build trust with his customers because they perceive him as:

Accepted Answer

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

Question 13

In order to better understand their own product's position in the market place, salespeople need:

Accepted Answer

A)  To be customer oriented. 
B)  A high degree of competitor knowledge. 
C)  To be candid. 
D)  A high degree of customer knowledge. 
E)  Both a and c are correct. 
A)  To be customer oriented. 
B)  A high degree of competitor knowledge. 
C)  To be candid. 
D)  A high degree of customer knowledge. 
E)  Both a and c are correct.

Question 14

Which of the following are considered unethical behavior?

Accepted Answer

A)  Exaggerating product benefits 
B)  Withholding relevant information from the customer 
C)  Providing answers to questions to which they do not know the answer 
D)  Both b and c 
E)  All of the above 
A)  Exaggerating product benefits 
B)  Withholding relevant information from the customer 
C)  Providing answers to questions to which they do not know the answer 
D)  Both b and c 
E)  All of the above

Question 15

Voice mail is probably the best way for salespeople to be accessible to every one of their customers.

Accepted Answer

A) True 
 B)False

Question 16

In order for salespeople to be able to deliver complete comparative product information in sales presentations they must possess:

Accepted Answer

A)  assertiveness 
B)  adaptability 
C)  competitor knowledge 
D)  trust 
E)  customer knowledge 
A)  assertiveness 
B)  adaptability 
C)  competitor knowledge 
D)  trust 
E)  customer knowledge

Question 17

Which of the following are potential resources salespeople may use to increase their market and customer knowledge base?

Accepted Answer

A)  Newspapers 
B)  World Wide Web 
C)  Trade magazines 
D)  Trade associations 
E)  All of the above are potential resources 
A)  Newspapers 
B)  World Wide Web 
C)  Trade magazines 
D)  Trade associations 
E)  All of the above are potential resources

Question 18

Suppose you were just hired as a salesperson and are preparing for training. Which of the following is not one of the more common topics covered during initial sales training programs?

Accepted Answer

A)  Recruiting 
B)  Company history 
C)  Selling techniques 
D)  Industry history 
E)  Enhancing relationships 
A)  Recruiting 
B)  Company history 
C)  Selling techniques 
D)  Industry history 
E)  Enhancing relationships

Question 19

________________ is a term used when a buyer relied on the seller's statement in making a purchase decision.

Accepted Answer

Basis of t

Question 20

Which of the following best describes trust in a buyer-seller context:

Accepted Answer

A)  The buyer understands the salesperson 
B)  The salesperson is honest with the buyer 
C)  The buyer can rely on what the salesperson says or promises to do 
D)  The salesperson is able to solve the buyer's needs cost effectively 
E)  The salesperson is dependable 
A)  The buyer understands the salesperson 
B)  The salesperson is honest with the buyer 
C)  The buyer can rely on what the salesperson says or promises to do 
D)  The salesperson is able to solve the buyer's needs cost effectively 
E)  The salesperson is dependable

Knowledge is of little importance when it comes to building trust.

Which of the following are considered ethical behavior?

Anything that is unethical is also illegal.

Trust is composed of a variety of components, including honesty, candor, competence, and customer orientation.

Salespeople often adapt their appearance and communication style to that of their customers. This helps them to build trust because their customers perceive them as being:

In order to better understand how to position their products relative to others in a competitive marketplace, salespeople must possess _____________knowledge.

A person's personal ethics may differ from the ethics of the company for which they work.

_______________is a way a salesperson can create product liability is by making a false claim about a product hoping the buyer will think it's true.

The American Marketing Association has established its own code of ethics in which its members are committed to.

Which of the following statements is most accurate with respect to sales and ethics?

Which of the following best completes the sentence "It's difficult to someone if I don't them."?

Andrew is a new sales rep for an industrial chemical supplier. Andrew makes it a point to never be late for an appointment and to always follow through immediately on promises he makes to his customers. These behaviors help Andrew build trust with his customers because they perceive him as:

In order to better understand their own product's position in the market place, salespeople need:

Which of the following are considered unethical behavior?

Voice mail is probably the best way for salespeople to be accessible to every one of their customers.

In order for salespeople to be able to deliver complete comparative product information in sales presentations they must possess:

Which of the following are potential resources salespeople may use to increase their market and customer knowledge base?

Suppose you were just hired as a salesperson and are preparing for training. Which of the following is not one of the more common topics covered during initial sales training programs?

________________ is a term used when a buyer relied on the seller's statement in making a purchase decision.

Which of the following best describes trust in a buyer-seller context:

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

Exam 2: Building Trust and Sales Ethics

Knowledge is of little importance when it comes to building trust.

Which of the following are considered ethical behavior?

Anything that is unethical is also illegal.

Trust is composed of a variety of components, including honesty, candor, competence, and customer orientation.

Salespeople often adapt their appearance and communication style to that of their customers. This helps them to build trust because their customers perceive them as being:

In order to better understand how to position their products relative to others in a competitive marketplace, salespeople must possess _____________knowledge.

A person's personal ethics may differ from the ethics of the company for which they work.

_______________is a way a salesperson can create product liability is by making a false claim about a product hoping the buyer will think it's true.

The American Marketing Association has established its own code of ethics in which its members are committed to.

Which of the following statements is most accurate with respect to sales and ethics?

Which of the following best completes the sentence "It's difficult to ____ someone if I don't ____ them."?

Andrew is a new sales rep for an industrial chemical supplier. Andrew makes it a point to never be late for an appointment and to always follow through immediately on promises he makes to his customers. These behaviors help Andrew build trust with his customers because they perceive him as:

In order to better understand their own product's position in the market place, salespeople need:

Which of the following are considered unethical behavior?

Voice mail is probably the best way for salespeople to be accessible to every one of their customers.

In order for salespeople to be able to deliver complete comparative product information in sales presentations they must possess:

Which of the following are potential resources salespeople may use to increase their market and customer knowledge base?

Suppose you were just hired as a salesperson and are preparing for training. Which of the following is not one of the more common topics covered during initial sales training programs?

________________ is a term used when a buyer relied on the seller's statement in making a purchase decision.

Which of the following best describes trust in a buyer-seller context:

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

Which of the following best completes the sentence "It's difficult to someone if I don't them."?