Chapter 3

Question 1

is a solid and strong belief in reliability, truth, ability, or strength of someone or something. Every day, everyone exercises trust in so many ways. The absence of trust is doubtful and enough doubt leads to fear and suspicion.

Answer 1

Trust

Question 2

demonstrated through being truly dedicated to the welfare of one’s customers. Sometimes it is actually too difficult, to be honest when salespeople need to convey news about a mistake, a failure, a mishap, or a failure to carry out according to expectation. Communicating mistakes is an honest and best way to do to be trusted.

Answer 2

Sincerity

Question 3

Salespeople when going into a sales meeting must
not act nor sound like people in the sales. This meeting ought to be
treated just like an ordinary conversation with the prospect.

Answer 3

Be oneself