Question 1

It is important for salespeople to have a complete understanding of their companies' pricing policies because:

Accepted Answer

A)  They are often responsible for negotiating price with their customers. 
B)  Then they can arbitrarily charge different customers different prices. 
C)  They can legally obligate the company to a quoted price. 
D)  Then they will be perceived as more dependable. 
E)  Both a and c are correct. 
A)  They are often responsible for negotiating price with their customers. 
B)  Then they can arbitrarily charge different customers different prices. 
C)  They can legally obligate the company to a quoted price. 
D)  Then they will be perceived as more dependable. 
E)  Both a and c are correct.

Question 2

Likeability and compatibility can be used to enhance trust building.

Accepted Answer

A) True 
 B)False

Question 3

It is possible for salesperson who is honest and customer oriented to not be trustworthy.

Accepted Answer

A) True 
 B)False

Question 4

What does the acronym SMEI stand for?

Accepted Answer

A)  Sales and Marketing Executives International 
B)  Senior Marketing Executives International 
C)  Self-Made Entrepreneurs International 
D)  Sales and Marketing Era Industry 
E)  None of the above 
A)  Sales and Marketing Executives International 
B)  Senior Marketing Executives International 
C)  Self-Made Entrepreneurs International 
D)  Sales and Marketing Era Industry 
E)  None of the above

Question 5

Which of the following is not one of the ways in which a salesperson can create product liabilities for a company?

Accepted Answer

A)  Providing express warranties 
B)  Over-charging customers 
C)  Misrepresentation 
D)  Negligence 
E)  All of the above can create product liabilities for company 
A)  Providing express warranties 
B)  Over-charging customers 
C)  Misrepresentation 
D)  Negligence 
E)  All of the above can create product liabilities for company

Question 6

Salespeople who always do what they say they'll do earn trust because buyers perceive them 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

Reliability is an important component of trust.

Accepted Answer

A) True 
 B)False

It is important for salespeople to have a complete understanding of their companies' pricing policies because:

Likeability and compatibility can be used to enhance trust building.

It is possible for salesperson who is honest and customer oriented to not be trustworthy.

What does the acronym SMEI stand for?

Which of the following is not one of the ways in which a salesperson can create product liabilities for a company?

Salespeople who always do what they say they'll do earn trust because buyers perceive them as being:

Reliability is an important component of trust.

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

It is important for salespeople to have a complete understanding of their companies' pricing policies because:

Likeability and compatibility can be used to enhance trust building.

It is possible for salesperson who is honest and customer oriented to not be trustworthy.

What does the acronym SMEI stand for?

Which of the following is not one of the ways in which a salesperson can create product liabilities for a company?

Salespeople who always do what they say they'll do earn trust because buyers perceive them as being:

Reliability is an important component of trust.

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