Topic 2: Building Trust and Sales Ethics Flashcards Preview

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Flashcards in Topic 2: Building Trust and Sales Ethics Deck (11)
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1

How to earn trust (5)

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

2

Industry Knowledge Benefit (2)

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

3

Company Knowledge Benefit

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

4

Product Knowledge Benefit

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

5

Service Knowledge Benefit

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

6

Promotion and Price Knowledge Benefit

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

7

Market and Customer Knowledge benefit

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

8

Competitor Knowledge Benefit

to position their products against those of their competitors

9

Technology Knowledge Benefit

leverage technology to be more competitive, work smarter not harder

10

Ethics

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

11

Non Customer Oriented Behaviour (4)

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