Question 1

By definition, deceptive practices are illegal practices.

Accepted Answer

A) True 
 B)False

Question 2

Dependability is highly related to predictability.

Accepted Answer

A) True 
 B)False

Question 3

Reliability is an important component of trust.

Accepted Answer

A) True 
 B)False

Question 4

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

Question 5

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

Accepted Answer

A) True 
 B)False

Question 6

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 7

Consistency of a salesperson over time to do what is right is referred to as ___________________.

Accepted Answer

Reliabilit

Question 8

Likeability and compatibility can be used to enhance trust building.

Accepted Answer

A) True 
 B)False

Question 9

The question "Are you being upfront with me" is addressing which component of trust?

Accepted Answer

A)  Competence or expertise 
B)  Candor 
C)  Customer orientation 
D)  Dependability 
E)  Compatibility 
A)  Competence or expertise 
B)  Candor 
C)  Customer orientation 
D)  Dependability 
E)  Compatibility

Question 10

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 11

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

Accepted Answer

A) True 
 B)False

Question 12

By definition, salespeople who are honest are trustworthy.

Accepted Answer

A) True 
 B)False

Question 13

Which of the following best describes a key difference between traditional sales tactics and trust-based relationship selling methods today?

Accepted Answer

A)  In trust-based relationship selling there is little concern for making sales. 
B)  Traditional selling tactics are always the quickest way to get a sale. 
C)  Getting orders is not important in trust-based relationship selling. 
D)  Establishing trust is more important to trust-based relationship selling methods. 
E)  Traditional sales tactics are more collaborative than trust-based relationship selling methods. 
A)  In trust-based relationship selling there is little concern for making sales. 
B)  Traditional selling tactics are always the quickest way to get a sale. 
C)  Getting orders is not important in trust-based relationship selling. 
D)  Establishing trust is more important to trust-based relationship selling methods. 
E)  Traditional sales tactics are more collaborative than trust-based relationship selling methods.

Question 14

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

Accepted Answer

A) True 
 B)False

Question 15

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 16

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 17

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

Question 18

Closely tried to predictability is the characteristic of ____________________, one of the components of trust.

Accepted Answer

The answer of Closely tried to predictability is the characteristic...

Question 19

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 20

Many companies are spending time covering ethics in their training programs.

Accepted Answer

A) True 
 B)False

By definition, deceptive practices are illegal practices.

Dependability is highly related to predictability.

Reliability is an important component of trust.

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

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

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

Consistency of a salesperson over time to do what is right is referred to as ___________________.

Likeability and compatibility can be used to enhance trust building.

The question "Are you being upfront with me" is addressing which component of trust?

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

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

By definition, salespeople who are honest are trustworthy.

Which of the following best describes a key difference between traditional sales tactics and trust-based relationship selling methods today?

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

Which of the following are considered unethical behavior?

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

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 ____.

Closely tried to predictability is the characteristic of ____________________, one of the components of trust.

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

Many companies are spending time covering ethics in their training programs.

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

Filters

Exam 2: Building Trust and Sales Ethics

By definition, deceptive practices are illegal practices.

Dependability is highly related to predictability.

Reliability is an important component of trust.

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

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

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

Consistency of a salesperson over time to do what is right is referred to as ___________________.

Likeability and compatibility can be used to enhance trust building.

The question "Are you being upfront with me" is addressing which component of trust?

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

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

By definition, salespeople who are honest are trustworthy.

Which of the following best describes a key difference between traditional sales tactics and trust-based relationship selling methods today?

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

Which of the following are considered unethical behavior?

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

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 ____.

Closely tried to predictability is the characteristic of ____________________, one of the components of trust.

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

Many companies are spending time covering ethics in their training programs.

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

Filters