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Exam 2: Building the Trust and Sales Ethics

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Question 1

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Companies use Global Positioning System (GPS) tracking systems to track their salesforce because:

A) salespeople, in general, cannot be trusted with handling company profits.
B) it is mandatory for logistics companies to know where their employees are at all times.
C) salespeople prefer joining companies that use GPS.
D) it improves salesforce effectiveness and minimizes costs.
E) it is impossible to reach out to customers without using such technology.

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Question 2

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

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Question 3

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In the context of buyer-seller relationships, if credibility is the concern, then the salesperson must demonstrate how his or her company can offer the best deals.

Which critical variable of trust in a salesperson does the question "Will you recommend what is best for me?" most likely address?

A customer-oriented salesperson covers both the pros and cons of a recommended product when making a sale to a customer.

Identify a true statement about trust.

_____ are salespeople who are in a unique position to capitalize on building credibility with customers who place a high value on trust.

Good salespeople must adjust their selling strategy depending on their competition.

Salespeople are often stereotyped as pushy, shifty, and untrustworthy because:

Salespeople should always communicate using e-mail as it eliminates any possibility of misunderstanding.

Milton is the sales manager of a cosmetics company that offers a wide range of face creams, lipsticks, and eye makeup. Some of the company's products are sold to wholesalers and distributors, while others are sold directly to individual buyers. Milton decides to divide the company's vast customer base into distinct segments so that the company's salespeople can target each segment more effectively. To carry out this process, it is necessary for Milton to possess sound _____.

Which of the following statements is true about relationship selling?

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

It is important for a salesperson to understand what service dimensions concern the buyer. Which of the following service dimensions does the question "Do we send a team to your site for start-up?" address?

Salespeople can use Global Positioning System (GPS) technology to better serve their clients.

Using the Web to do an initial search on a company can tell a salesperson what products a company makes, what markets they serve, and so on.

A salesperson's commonalities with other individuals is known as _____.

Robert is a young college graduate who is looking for a sales job in the pharmaceutical business. 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 _____.

Larger companies typically break their customers into distinct markets.

Ravi is a sales representative at a sports equipment company. He has a keen interest in tennis and often organizes matches with some of his customers on weekends. By doing so, he has befriended a number of his clients. Given this information, it is evident that Ravi prioritizes _____ in the buyer-seller relationship.