Topic 2: Building Trust and Sales Ethics

Question 1

How to earn trust (5)

Answer 1

1. Expertise
2. Customer Orientation
3. Dependability
4. Candor
5. Compatibility

Question 2

Industry Knowledge Benefit (2)

Answer 2

1. ability to develop and execute effective selling strategies
2. be viewed as a market information resource

Question 3

Company Knowledge Benefit

Answer 3

ability to effectively and accurately represent the company when interacting with its prospective and current customers

Question 4

Product Knowledge Benefit

Answer 4

be perceived as expert and capable of accurately matching solutions to the needs of the customer

Question 5

Service Knowledge Benefit

Answer 5

ability to match their company’s service capabilities to the needs of their customers

Question 6

Promotion and Price Knowledge Benefit

Answer 6

ability to facilitate their customers participation in promotional programs, effectively negotiate terms

Question 7

Market and Customer Knowledge benefit

Answer 7

ability to develop and implement effective selling strategies, and clearly communicate relevant solutions

Question 8

Competitor Knowledge Benefit

Answer 8

to position their products against those of their competitors

Question 9

Technology Knowledge Benefit

Answer 9

leverage technology to be more competitive, work smarter not harder

Question 10

Ethics

Answer 10

• refers to right and wrong conduct of individuals and institutions of which they are a part

Question 11

Non Customer Oriented Behaviour (4)

Answer 11

1. express warranty
2. misrepresentation
3. negligence
4. basis of the bargain