Exam 2: Building Trust and Sales Ethics

Ivan has been selling lawn service door-to-door for the past ten years. Recently, he took a new job selling industrial cleaning equipment to large factories and institutions where he was assigned a territory that contained 35 long-term accounts. Ivan is having trouble adjusting to his new role. What is the most likely source of his difficulty?

According to a survey of customers discussed in the textbook, a salesperson exaggerating the benefits of a product or service to secure a sale is considered unethical.

Likeability and compatibility are necessary for trust building with customers.

According to the textbook, what is the challenge associated with the concept of trust in the?context of buyer-seller relationships?

Research has shown that knowledge is of little importance when it comes to building trust with customers.

What is the relationship between personal selling and ethics?

A salesperson entering and driving his company car on amateur night at the local drag racing strip would most likely be considered guilty of which of the following areas of unethical behaviour?

Due to its universal nature, trust in a transaction-oriented sales interaction and in relationship selling is essentially the same.

What aspect of trust is addressed by a salesperson knowing what he or she needs to know, and by his or her company having the ability and resources to get the job done right?

Which statement best characterizes the relationship between product knowledge and sales success?

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

Technology has provided faster and more efficient ways for salespeople to communicate with their customers. With respect to communicating with customers, which strategies should salespeople follow?

In order to better understand their own product's position in the marketplace, what do salespeople need?