Exam 2: Building Trust and Sales Ethics

Tony has recently been hired as a salesperson by a logistics company.The company divides its clients into different markets based on their requirements.Tony has been asked to work exclusively with emerging entrepreneurs.To build long-term relationships with his clients,he has to improve his _____.

Free

(Multiple Choice)

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(40)

Question 1

Correct Answer:

Verified

Which of the following knowledge tools must a salesperson use to answer the question "Can the salesperson give additional discounts to get a potential client whom the company has been after for years?"

Free

(Multiple Choice)

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(41)

Question 2

Correct Answer:

Verified

Jennifer is a salesperson for a business insurance company.Despite putting herself at risk of losing customers,she informs her customers about new company policies that may adversely affect their businesses.In this scenario,Jennifer exhibits _____ behavior.

Free

(Multiple Choice)

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Question 3

Correct Answer:

Verified

Andrew is a sales representative for an industrial chemical supplier.He ensures he is never late for appointments with customers and always follows through on promises he makes to them.Because of Andrew's work ethic,his customers perceive him as being:

(Multiple Choice)

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Question 4

_________ includes information salespeople must have if larger companies break their customers into distinct segments.

(Short Answer)

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Question 5

Larger companies typically break their customers into distinct markets.Which of the following statements is true of this sales strategy?

(Multiple Choice)

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Question 6

In the context of a buyer-seller relationship,which of the following statements is true of trust?

(Multiple Choice)

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Question 7

Bill,a sales representative at a home appliance store,is trying to convince a customer to purchase a particular refrigerator.The customer is confused with so many options available and cannot decide which one to buy.Following traditional selling methods,which of the following should Bill do?

(Multiple Choice)

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Question 8

Companies use GPS tracking systems to track their sales force because:

(Multiple Choice)

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Question 9

Salespeople should communicate in the manner their prospects and clients prefer.

(True/False)

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Question 10

Probably the most oversold form of technology in buyer-seller communication is _________.

(Short Answer)

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Question 11

Robert is a young college graduate who is looking for a sales job in the pharmaceutical industry.In order to better his chances of being selected by employers,he decides to enhance his knowledge of the latest medications in the market.In this scenario,it is evident that Robert is trying to enhance his _____.

(Multiple Choice)

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Question 12

Salespeople are exposed to lesser ethical pressures than individuals in many other occupations.

(True/False)

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Question 13

A salesperson should be familiar with his or her company's key personnel from other departments.This helps:

(Multiple Choice)

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Question 14

_________ is defined as information about buyersthat is gathered over time andfrom very different sourcesthat helps the salespersondetermine consumer needs tobetter serve them.

(Short Answer)

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Question 15

Relationship selling focuses on an organization's short-term marketing strategy.

(True/False)

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Question 16

A trustworthy salesperson understands doing "anything to get an order" will ultimately strengthen the buyer-seller relationship.

(True/False)

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Question 17

A salesperson's knowledge is irrelevant in the process of earning the trust of a buyer.

(True/False)

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Question 18

_________ includes information salespeoplemust have about the latestapplied sciences.

(Short Answer)

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Question 19

_________ is a knowledgetool salespeople musthave inorder to quote rates and offerdiscounts on products.

(Short Answer)

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Question 20

Showing 1 - 20 of 60

Tony has recently been hired as a salesperson by a logistics company.The company divides its clients into different markets based on their requirements.Tony has been asked to work exclusively with emerging entrepreneurs.To build long-term relationships with his clients,he has to improve his _____.

Which of the following knowledge tools must a salesperson use to answer the question "Can the salesperson give additional discounts to get a potential client whom the company has been after for years?"

Jennifer is a salesperson for a business insurance company.Despite putting herself at risk of losing customers,she informs her customers about new company policies that may adversely affect their businesses.In this scenario,Jennifer exhibits _____ behavior.

Andrew is a sales representative for an industrial chemical supplier.He ensures he is never late for appointments with customers and always follows through on promises he makes to them.Because of Andrew's work ethic,his customers perceive him as being:

_________ includes information salespeople must have if larger companies break their customers into distinct segments.

Larger companies typically break their customers into distinct markets.Which of the following statements is true of this sales strategy?

In the context of a buyer-seller relationship,which of the following statements is true of trust?

Bill,a sales representative at a home appliance store,is trying to convince a customer to purchase a particular refrigerator.The customer is confused with so many options available and cannot decide which one to buy.Following traditional selling methods,which of the following should Bill do?

Companies use GPS tracking systems to track their sales force because:

Salespeople should communicate in the manner their prospects and clients prefer.

Probably the most oversold form of technology in buyer-seller communication is _________.

Salespeople are exposed to lesser ethical pressures than individuals in many other occupations.

A salesperson should be familiar with his or her company's key personnel from other departments.This helps:

_________ is defined as information about buyersthat is gathered over time andfrom very different sourcesthat helps the salespersondetermine consumer needs tobetter serve them.

Relationship selling focuses on an organization's short-term marketing strategy.

A trustworthy salesperson understands doing "anything to get an order" will ultimately strengthen the buyer-seller relationship.

A salesperson's knowledge is irrelevant in the process of earning the trust of a buyer.

_________ includes information salespeoplemust have about the latestapplied sciences.

_________ is a knowledgetool salespeople musthave inorder to quote rates and offerdiscounts on products.

Overview of Personal Selling

Understanding Buyers

Communication Skills

Strategic Prospecting and Preparing for Sales Dialogue

Planning Sales Dialogues and Presentations

Sales Dialogue: Creating and Communication Value

Addressing Concerns and Earning Commitment

Expanding Customer Relationships

Adding Value: Self-Leadership and Teamwork

Filters

Exam 2: Building Trust and Sales Ethics

Tony has recently been hired as a salesperson by a logistics company.The company divides its clients into different markets based on their requirements.Tony has been asked to work exclusively with emerging entrepreneurs.To build long-term relationships with his clients,he has to improve his _____.

Which of the following knowledge tools must a salesperson use to answer the question "Can the salesperson give additional discounts to get a potential client whom the company has been after for years?"

Jennifer is a salesperson for a business insurance company.Despite putting herself at risk of losing customers,she informs her customers about new company policies that may adversely affect their businesses.In this scenario,Jennifer exhibits _____ behavior.

Andrew is a sales representative for an industrial chemical supplier.He ensures he is never late for appointments with customers and always follows through on promises he makes to them.Because of Andrew's work ethic,his customers perceive him as being:​

_________ includes information salespeople must have if larger companies break their customers into distinct segments.

Larger companies typically break their customers into distinct markets.Which of the following statements is true of this sales strategy?

In the context of a buyer-seller relationship,which of the following statements is true of trust?​

Bill,a sales representative at a home appliance store,is trying to convince a customer to purchase a particular refrigerator.The customer is confused with so many options available and cannot decide which one to buy.Following traditional selling methods,which of the following should Bill do?

Companies use GPS tracking systems to track their sales force because:​

Salespeople should communicate in the manner their prospects and clients prefer.​

Probably the most oversold form of technology in buyer-seller communication is _________.

Salespeople are exposed to lesser ethical pressures than individuals in many other occupations.

A salesperson should be familiar with his or her company's key personnel from other departments.This helps:

_________ is defined as information about buyersthat is gathered over time andfrom very different sourcesthat helps the salespersondetermine consumer needs tobetter serve them.

Relationship selling focuses on an organization's short-term marketing strategy.

A trustworthy salesperson understands doing "anything to get an order" will ultimately strengthen the buyer-seller relationship.

A salesperson's knowledge is irrelevant in the process of earning the trust of a buyer.

_________ includes information salespeoplemust have about the latestapplied sciences.

_________ is a knowledgetool salespeople musthave inorder to quote rates and offerdiscounts on products.

Overview of Personal Selling

Understanding Buyers

Communication Skills

Strategic Prospecting and Preparing for Sales Dialogue

Planning Sales Dialogues and Presentations

Sales Dialogue: Creating and Communication Value

Addressing Concerns and Earning Commitment

Expanding Customer Relationships

Adding Value: Self-Leadership and Teamwork

Filters

Andrew is a sales representative for an industrial chemical supplier.He ensures he is never late for appointments with customers and always follows through on promises he makes to them.Because of Andrew's work ethic,his customers perceive him as being:

In the context of a buyer-seller relationship,which of the following statements is true of trust?

Companies use GPS tracking systems to track their sales force because:

Salespeople should communicate in the manner their prospects and clients prefer.