Exam 2: Building Trust and Sales Ethics

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Suppose Martin, a laptop computer salesperson, tells one of his customers that his computers are as fast as lightning. Would Martin's comment be considered unethical?

(Multiple Choice)

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Question 101

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

(Multiple Choice)

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Question 102

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

(Multiple Choice)

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Question 103

______________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.

(Short Answer)

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Question 104

Knowledge tools salespeople must have explained promotional programs their firms have referred to as ___________knowledge.

(Short Answer)

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Question 105

Which of the following is not recognized as a trust builder?

(Multiple Choice)

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Question 106

A salesperson's knowledge of their competitors' products will help them better understand their own.

(True/False)

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Question 107

Showing 101 - 107 of 107

Suppose Martin, a laptop computer salesperson, tells one of his customers that his computers are as fast as lightning. Would Martin's comment be considered unethical?

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

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

______________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.

Knowledge tools salespeople must have explained promotional programs their firms have referred to as ___________knowledge.

Which of the following is not recognized as a trust builder?

A salesperson's knowledge of their competitors' products will help them better understand their own.

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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