Questions 1-10 of 10 | Page 1 of 1 Question 1 (1 point) Likeability and compatibility are important factors for salespeople attempting to build relationships with key gatekeepers at their customers' companies. True False Question 2 (1 point) Salespeople's knowledge of their competitors' products will help them better understand their own. True False Question 3 (1 point) According to the textbook, why should a salesperson have a good knowledge of the company he or she works for and the industry in which it competes? Company and industry knowledge are two areas that customers often use to test new salespeople at the beginning of a relationship b Knowing the company's history provides valuable context for understanding its current strategy It helps to ensure consistent levels of value-added service to customers. Knowing the industry will provide the salesperson with competitive salary information. d Question 4 (1 point) Salespeople may use service to differentiate themselves from their competitors. True False Question 5 (1 point) According to the textbook, ethics refers to right and wrong conduct of individuals and the institutions of which they are a part. True False Question 6 1 point Most customers expect salespeople to be knowledgeable about the products they are selling True False Question 7 (1 point) Due to its universal nature, trust in a transaction-oriented sales interaction and in relationship selling is essentially the same. True False Question 71 point) Due to its universal nature, trust in a transaction-oriented sales interaction and in relationship selling is essentially the same. True False Question 8 (1 point) Technology has provided faster and more efficient ways for salespeople to communicate with their customers. With respect to communicating with customers, which strategies should salespeople follow? Use voice mail because most people are familiar with it. Use e- mail because it is quick and can be read/sent any time of the day or night. Use the telephone because it is inexpensive and allows for two-way interaction. Use whatever communication method the customer prefers. ob C d Question 9 (1 point) What is being practised by firms or individuals that advertise products at bargain prices that are not available in reasonable quantities, with the intent to try to sell more expensive products instead? price discrimination bait and switch selling predatory pricing price fixing b d Question 10 (1 point) The introduction to Chapter 2 focuses on Megan Foley, a vice president of an engineering firm. What does Megan suggest that business owners employ as a secret weapon to boost sales and build more solid client relationships? a security system for client information using competitive intelligence to improve a product or service offering a code of ethics to guide employee behaviour a b Question 9 (1 point) What is being practised by firms or individuals that advertise products at bargain prices that are not available in reasonable quantities, with the intent to try to sell more expensive products instead? price discrimination bait and switch selling predatory pricing price fixing a b OOOO d Question 10 (1 point) The introduction to Chapter 2 focuses on Megan Foley, a vice president of an engineering firm. What does Megan suggest that business owners employ as a secret weapon to boost sales and build more solid client relationships? a security system for client information using competitive intelligence to improve a product or service offering a code of ethics to guide employee behaviour the power of trust as a competitive differentiator b C d
