A) Correct behavior. B) Right and wrong conduct of individuals and institutions of which they are a part. C) Moral conduct as determined by the government and society. D) Laws governing society. E) All of the above are correct. A) Correct behavior. B) Right and wrong conduct of individuals and institutions of which they are a part. C) Moral conduct as determined by the government and society. D) Laws governing society. E) All of the above are correct.

Exam 2: Building Trust and Sales Ethics

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:

(Multiple Choice)

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Question 21

_________ refers to the right and wrong conduct of individuals and institutions of which there are a part.

(Short Answer)

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Question 22

Salespeople can create product liabilities for their companies.

(True/False)

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Question 23

In order for the buyer to be able to rely on what the salesperson says or promises to do, the buyer must:

(Multiple Choice)

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Question 24

It is unlikely that salespeople could use technology to differentiate themselves from their competitors.

(True/False)

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Question 25

Bill has been selling vacuum cleaners door-to-door for the past seven years. Recently he took a new job selling industrial cleaning equipment to large factories and institutions. Bill was assigned a territory that contained 35 accounts with which his company has been doing business for several years. Bill is having trouble adjusting from his role as a traditional salesperson to his role as a relational salesperson. Which of the following best reflects one of the key differences between traditional selling and relational selling that may be causing Bill some adjustment trouble.

(Multiple Choice)

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Question 26

____________ refers to the extent to which a salesperson is marked by impartiality and honesty.

(Short Answer)

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Question 27

Which of the following types of communications technology sometimes backfires on sales organizations by actually frustrating their customers?

(Multiple Choice)

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Question 28

Ethical standards are based on society's standards..

(True/False)

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Question 29

Salespeople who develop expertise in their fields are more likely (than those who do not) to develop trust with their customers.

(True/False)

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Question 30

Most customers will likely assume that salespeople are knowledgeable about the products they're selling.

(True/False)

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Question 31

Which of the following actions taken by salespeople may be considered unethical?

(Multiple Choice)

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Question 32

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 ____.

(Multiple Choice)

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Question 33

By definition, deceptive practices are illegal practices.

(True/False)

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Question 34

Express warranties are written and made part of the basis of the bargain.

(True/False)

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Question 35

Which of the following are considered ethical behavior?

(Multiple Choice)

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Question 36

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

(True/False)

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Question 37

Trust is crucial to the success of long term business relationships.

(True/False)

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Question 38

Ethics refers to:

(Multiple Choice)

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Question 39

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

(Multiple Choice)

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Question 40

Showing 21 - 40 of 107

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:

_________ refers to the right and wrong conduct of individuals and institutions of which there are a part.

Salespeople can create product liabilities for their companies.

In order for the buyer to be able to rely on what the salesperson says or promises to do, the buyer must:

It is unlikely that salespeople could use technology to differentiate themselves from their competitors.

____________ refers to the extent to which a salesperson is marked by impartiality and honesty.

Which of the following types of communications technology sometimes backfires on sales organizations by actually frustrating their customers?

Ethical standards are based on society's standards..

Salespeople who develop expertise in their fields are more likely (than those who do not) to develop trust with their customers.

Most customers will likely assume that salespeople are knowledgeable about the products they're selling.

Which of the following actions taken by salespeople may be considered unethical?

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 ____.

By definition, deceptive practices are illegal practices.

Express warranties are written and made part of the basis of the bargain.

Which of the following are considered ethical behavior?

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

Trust is crucial to the success of long term business relationships.

Ethics refers to:

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

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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