Exam 2: Building Trust and Sales Ethics

Building long-term, mutually satisfying relationships with customers requires salespeople to be:

Salespeople need to be concerned with knowing not only their products, but their competitors as well.

______________refers to a way a salesperson can create product liability by making a claim about a product without exercising reasonable care to see that this claim is accurate.

The question "Can you and your company back up your promises?" is addressing which component of trust?

Ethics refers to:

Knowledge tools salespeople must have to explain their firm's promotional programs are referred to as ___________knowledge.

The question "Do you know what you're talking about?" is addressing which component of trust?

Jeni tells her customers her product is lightweight even though it is much heavier than any of the competitive products. Jeni is making false claims about her product, an unethical activity otherwise known as ______________________.

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