Question 1

Possessing strong product, service, and customer knowledge bases helps salespeople do a better job of:

Accepted Answer

A)  creating value-added solutions to the specific needs of their customers. 
B)  competing on price. 
C)  knowing how low they can drop the price and still make a profit. 
D)  increasing profitability by controlling selling expenses. 
E)  manipulating the customer into buying the most profitable solution. 
A)  creating value-added solutions to the specific needs of their customers. 
B)  competing on price. 
C)  knowing how low they can drop the price and still make a profit. 
D)  increasing profitability by controlling selling expenses. 
E)  manipulating the customer into buying the most profitable solution. A

Question 2

Likeability and compatibility can be used to enhance trust building.

Accepted Answer

A) True 
 B)False  True

Question 3

Salespeople who, while making sales presentations, cover both the pros and cons of their market offer are more likely than those who do not to be perceived as customer-oriented.

Accepted Answer

A) True 
 B)False  True

Question 4

For a salesperson, expertise is closely associated with knowledge of the market.

Accepted Answer

A) True 
 B)False

Question 5

Knowledge is of little importance when it comes to building trust.

Accepted Answer

A) True 
 B)False

Question 6

A(n)___________ warranty is a way a salesperson can create product liabilities by giving a product warranty or guarantee that obligates the selling organization even if the salesperson does not intend to give a warranty.

Accepted Answer

The answer of A(n)___________ warranty is a way a salesperson...

Question 7

Bribery is considered illegal in this country.

Accepted Answer

A) True 
 B)False

Question 8

By definition, deceptive practices are illegal practices.

Accepted Answer

A) True 
 B)False

Question 9

Salespeople can create product liabilities for their companies.

Accepted Answer

A) True 
 B)False

Question 10

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

Accepted Answer

A) True 
 B)False

Question 11

______________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.

Accepted Answer

The answer of ______________refers to a way a salesperson can...

Question 12

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

Accepted Answer

A) True 
 B)False

Question 13

Which of the following training topics does not include information that will help salespeople earn trust?

Accepted Answer

A)  Company policies 
B)  Competitive knowledge 
C)  Product knowledge 
D)  Developing customer relationships 
E)  All of the above will help salespeople learn how to earn trust. 
A)  Company policies 
B)  Competitive knowledge 
C)  Product knowledge 
D)  Developing customer relationships 
E)  All of the above will help salespeople learn how to earn trust.

Question 14

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 15

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

Accepted Answer

A) True 
 B)False

Question 16

The salesperson's fairness and straightforwardness of conduct refers to the salespersons degree of _____________.

Accepted Answer

The answer of The salesperson's fairness and straightforwardness of conduct...

Question 17

Expertise is an important component of trust.

Accepted Answer

A) True 
 B)False

Question 18

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 19

Which of the following are considered ethical 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)  None 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)  None of the above

Question 20

A salesperson wishing to limit his or her exposure to legal problems should remember to:

Accepted Answer

A)  Use factual data rather than general statements of praise during the sales presentation 
B)  Not to try and force the customer to buy only from his or her organization 
C)  Avoid making promises that will be difficult or impossible to honor 
D)  Not tamper with a competitor's product 
E)  Avoid making disparaging comments about a competitor's product without specific evidence 
A)  Use factual data rather than general statements of praise during the sales presentation 
B)  Not to try and force the customer to buy only from his or her organization 
C)  Avoid making promises that will be difficult or impossible to honor 
D)  Not tamper with a competitor's product 
E)  Avoid making disparaging comments about a competitor's product without specific evidence

Possessing strong product, service, and customer knowledge bases helps salespeople do a better job of:

Likeability and compatibility can be used to enhance trust building.

Salespeople who, while making sales presentations, cover both the pros and cons of their market offer are more likely than those who do not to be perceived as customer-oriented.

For a salesperson, expertise is closely associated with knowledge of the market.

Knowledge is of little importance when it comes to building trust.

A(n)___________ warranty is a way a salesperson can create product liabilities by giving a product warranty or guarantee that obligates the selling organization even if the salesperson does not intend to give a warranty.

Bribery is considered illegal in this country.

By definition, deceptive practices are illegal practices.

Salespeople can create product liabilities for their companies.

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

______________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.

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

Which of the following training topics does not include information that will help salespeople earn trust?

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

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

The salesperson's fairness and straightforwardness of conduct refers to the salespersons degree of _____________.

Expertise is an important component of trust.

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

Which of the following are considered ethical behavior?

A salesperson wishing to limit his or her exposure to legal problems should remember to:

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

Filters

Exam 2: Building Trust and Sales Ethics

Possessing strong product, service, and customer knowledge bases helps salespeople do a better job of:

Likeability and compatibility can be used to enhance trust building.

Salespeople who, while making sales presentations, cover both the pros and cons of their market offer are more likely than those who do not to be perceived as customer-oriented.

For a salesperson, expertise is closely associated with knowledge of the market.

Knowledge is of little importance when it comes to building trust.

A(n)___________ warranty is a way a salesperson can create product liabilities by giving a product warranty or guarantee that obligates the selling organization even if the salesperson does not intend to give a warranty.

Bribery is considered illegal in this country.

By definition, deceptive practices are illegal practices.

Salespeople can create product liabilities for their companies.

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

______________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.

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

Which of the following training topics does not include information that will help salespeople earn trust?

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

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

The salesperson's fairness and straightforwardness of conduct refers to the salespersons degree of _____________.

Expertise is an important component of trust.

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

Which of the following are considered ethical behavior?

A salesperson wishing to limit his or her exposure to legal problems should remember to:

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

Filters