A product knowledge b competitor knowledge c customer

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a. Product knowledge b. Competitor knowledge c. Customer knowledge d. Service knowledge e. General historical knowledge ANS: E PTS: 1 DIF: Difficulty: Moderate REF: p. 38-43 OBJ: LO: 2-4 33. 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: 34. Which of the following types of communications technology sometimes backfires on sales organizations by actually frustrating their customers?
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35. Ethics refers to: All of the above are correct. 36. Which of the following statements is most accurate with respect to sales and ethics? a. Ethics are universal; they’re the same in every country. b. Ethical standards for sales professionals are likely based on societies standards c. Ethical standards are, by definition, legal standards. d. It’s OK for salespeople to engage in unethical behavior because buyers do all the time. e. None of the above are accurate. ANS: B PTS: 1 DIF: Difficulty: Challenging REF: p. 44 OBJ: LO: 2-5 37. What does the acronym SMEI stand for? 38. Which of the following is not one of the most common areas of unethical behavior associated with salespeople? 39. Which of the following are considered ethical behavior? 40. Which of the following are considered unethical behavior? a. Exaggerating product benefits
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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. All of the above ANS: E PTS: 1 DIF: Difficulty: Easy REF: p. 45 OBJ: LO: 2-5 41.
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  • Summer '17
  • Sales, pts, REF, OBJ

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