Chapter-02 - Chapter 2Building Trust and Sales Ethics...

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Chapter 2—Building Trust and Sales Ethics MULTIPLE CHOICE 1. 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? 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. ANS: C PTS: 1 DIF: Difficulty: Moderate REF: p. 32 OBJ: LO: 2-1 2. Which of the following best describes trust in a buyer-seller context? 3. In order for the buyer to be able to rely on what the salesperson says or promises to do, the buyer must: 4. Which of the following is not recognized as a trust builder? 5. Which of the following is not recognized as a trust builder? a. Customer orientation b. Competence c. Dependability d. Candor e. Each of the above is recognized as a trust builder
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ANS: E PTS: 1 DIF: Difficulty: Easy REF: p. 32 OBJ: LO: 2-3 6. The question "Do you know what you're talking about?" is addressing which component of trust? 7. A buyer asking/thinking the question "Will you recommend what is best for me (buyer) or what is best for you (salesperson)?" is addressing which component of trust? 8. The question "Are you being upfront with me" is addressing which component of trust? 9. The question "Can you and your company back up your promises?" is addressing which component of trust? a. Competence or expertise b. Candor c. Customer orientation d. Dependability e. Compatibility ANS: D PTS: 1 DIF: Difficulty: Moderate REF: p. 33 OBJ: LO: 2-1 10. Which of the following is most accurate regarding successful long-term buyer-seller relationships?
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  • Summer '17
  • Sales, pts, REF, OBJ

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