Question 1

Companies provide extensive ______________to be sure they send knowledgeable sales representatives and field.

Accepted Answer

Training

Question 2

The question "Can you and your company back up your promises?" is addressing which component of trust?

Accepted Answer

A)  Competence or expertise 
B)  Candor 
C)  Customer orientation 
D)  Dependability 
E)  Compatibility 
A)  Competence or expertise 
B)  Candor 
C)  Customer orientation 
D)  Dependability 
E)  Compatibility D

Question 3

Technology is providing faster and more efficient ways for salespeople to communicate with their customers. With respect to communication with their customers, whenever possible, salespeople should:

Accepted Answer

A)  Use e-mail because it is quick and can be read/sent anytime of the day or night. 
B)  Use voice mail because most people are familiar with it. 
C)  Use the web/internet because it provides 24 hour access. 
D)  Use whatever communication method the customer prefers. 
E)  Use the telephone because it is inexpensive and allows for two-way interaction. 
A)  Use e-mail because it is quick and can be read/sent anytime of the day or night. 
B)  Use voice mail because most people are familiar with it. 
C)  Use the web/internet because it provides 24 hour access. 
D)  Use whatever communication method the customer prefers. 
E)  Use the telephone because it is inexpensive and allows for two-way interaction. D

Question 4

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

Question 5

____________refers to a state of being completely free from concealment: exposed to general you or knowledge.

Accepted Answer

The answer of ____________refers to a state of being completely...

Question 6

Bribery is considered illegal in this country.

Accepted Answer

A) True 
 B)False

Question 7

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

Accepted Answer

A)  Customer orientation 
B)  Competence 
C)  Dependability 
D)  Candor 
E)  All of these are recognized as trust builders 
A)  Customer orientation 
B)  Competence 
C)  Dependability 
D)  Candor 
E)  All of these are recognized as trust builders

Question 8

Salespeople can create product liabilities for their companies.

Accepted Answer

A) True 
 B)False

Question 9

Trust and honesty mean about the same thing.

Accepted Answer

A) True 
 B)False

Question 10

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

Question 11

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

Accepted Answer

A) True 
 B)False

Question 12

An ___________ 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 An ___________ warranty is a way a...

Question 13

LaTasha is a purchasing agent for a large construction company. Jeff is a salesperson for a building materials company and has been calling unsuccessfully on LaTasha for several weeks. LaTasha likes Jeff and believes he is selling a good product. Unfortunately, she does not feel she can rely on him if she ever had a problem with one of the orders. Which of the following best reflects the underlying problem?

Accepted Answer

A)  Jeff has lied to LaTasha. 
B)  Jeff's company needs to work on its ability to deliver orders accurately and on time. 
C)  LaTasha doesn't trust Jeff. 
D)  LaTasha is simply a tough buyer. 
E)  All of the above are correct. 
A)  Jeff has lied to LaTasha. 
B)  Jeff's company needs to work on its ability to deliver orders accurately and on time. 
C)  LaTasha doesn't trust Jeff. 
D)  LaTasha is simply a tough buyer. 
E)  All of the above are correct.

Question 14

The ability, knowledge, and resources to meet customer expectations are collectively referred to as ___________, one of the components of trust.

Accepted Answer

The answer of The ability, knowledge, and resources to meet...

Question 15

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 16

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

Accepted Answer

A)  Power 
B)  Expertise 
C)  Candor 
D)  Customer orientation 
E)  Dependability 
A)  Power 
B)  Expertise 
C)  Candor 
D)  Customer orientation 
E)  Dependability

Question 17

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 18

Salespeople need only be concerned with knowing the price of their products, and not their company's pricing policies.

Accepted Answer

A) True 
 B)False

Question 19

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

Accepted Answer

A)  In trust-based relationship selling there is little concern for making sales. 
B)  Traditional selling tactics are always the quickest way to get a sale. 
C)  Getting orders is not important in trust-based relationship selling. 
D)  Establishing trust is more important to trust-based relationship selling methods. 
E)  Traditional sales tactics are more collaborative than trust-based relationship selling methods. 
A)  In trust-based relationship selling there is little concern for making sales. 
B)  Traditional selling tactics are always the quickest way to get a sale. 
C)  Getting orders is not important in trust-based relationship selling. 
D)  Establishing trust is more important to trust-based relationship selling methods. 
E)  Traditional sales tactics are more collaborative than trust-based relationship selling methods.

Question 20

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

Accepted Answer

A)  Forcing a customer to buy only from the salesperson's organization 
B)  Misrepresenting their products 
C)  Offering special inducements to the employees of a prospect 
D)  Linking the sale of one of the salesperson's products to the purchase of one of the buyer's 
E)  All of the above may be considered unethical 
A)  Forcing a customer to buy only from the salesperson's organization 
B)  Misrepresenting their products 
C)  Offering special inducements to the employees of a prospect 
D)  Linking the sale of one of the salesperson's products to the purchase of one of the buyer's 
E)  All of the above may be considered unethical

Companies provide extensive ______________to be sure they send knowledgeable sales representatives and field.

The question "Can you and your company back up your promises?" is addressing which component of trust?

Technology is providing faster and more efficient ways for salespeople to communicate with their customers. With respect to communication with their customers, whenever possible, salespeople should:

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

____________refers to a state of being completely free from concealment: exposed to general you or knowledge.

Bribery is considered illegal in this country.

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

Salespeople can create product liabilities for their companies.

Trust and honesty mean about the same thing.

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.

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

An ___________ 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.

The ability, knowledge, and resources to meet customer expectations are collectively referred to as ___________, one of the components of trust.

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 is not recognized as a trust builder?

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

Salespeople need only be concerned with knowing the price of their products, and not their company's pricing policies.

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

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

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

Companies provide extensive ______________to be sure they send knowledgeable sales representatives and field.

The question "Can you and your company back up your promises?" is addressing which component of trust?

Technology is providing faster and more efficient ways for salespeople to communicate with their customers. With respect to communication with their customers, whenever possible, salespeople should:

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

____________refers to a state of being completely free from concealment: exposed to general you or knowledge.

Bribery is considered illegal in this country.

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

Salespeople can create product liabilities for their companies.

Trust and honesty mean about the same thing.

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.

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

An ___________ 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.

The ability, knowledge, and resources to meet customer expectations are collectively referred to as ___________, one of the components of trust.

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 is not recognized as a trust builder?

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

Salespeople need only be concerned with knowing the price of their products, and not their company's pricing policies.

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

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

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