ASSESSMENT 3

BUILDING TRUST AND SALES ETHICS

KATHRYN T. JUANITAS 3-BSBA

Developing Professional Selling Knowledge

Questions:

1. If trust means different things to different buyers, how is a

salesperson determine what trust means for each buyer?
Trust is very important in the relationship of buyer and seller and
as a salesperson, he or she should determine what trust means for
different buyers for trust has many variations. A salesperson can
recognize it by learning to ask the right questions to the consumers,
listening to what the consumers have to say, and interpreting what
have been said. After that, the saleperson will be able to know what
kind of trust the consumer needed.

2. How would you rank the five trust builders in order of importance?
Why?
When it comes to the importance of the five trust builders, the first
one that is most important of all will be expertise, then customer-
oriented, dependability, compatibility, candor as the least important of
all. The most important is expertise, because how can a salesperson
show confidence in engaging with the prospects if he or she doesn’t
feel good with oneself. In order for a prospect to make business with
the salesperson, the salesperson must make the prospect have
confidence on making business with him. The second one is
customer-oriented, a salesperson will not try to be compatible,
dependable and expert if he or she does not highly value the welfare
of the consumers. The third one is dependability, it is the stage
where the salesperson should make the consumer to have faith on
him and on the business they are dealing. The fourth one is
 compatibility, the salesperson will start to gain consumers attention
and trust if he or she acts accordingly to the prospects and give that
feeling to the consumers that he or she is not only a salesperson but
also a friend. The candor comes as least important because many
people can do that, many people can be honest and there are also
many people that is candor by nature. It can be ingested by a
salesperson on his own without the help of other people.

3. Lack of product knowledge creates what risks during sales

presentation?
Lack of product knowledge creates a bad image for the
salesperson. It will only show that the company should had not hired
him or her. If a salesperson can’t do well on sales presentation, what
more in the field that involves engaging with different prospects. The
image of the company is also at risk for how the salesperson bring
himself will backfire to the company itself.

4. As a business administration student, what should you know about your

course?
As a business administration student, there are many things I should
know such as how to engage with different types of prospect, how to give
positive impression to them, how to be an educated type of salesperson
and many others. Come to think of it, I have learned a lot with my course.
Before selling is just selling for me but now I have learned selling is not just
selling, it is an art that can be mastered though experience and training.

5. As a future marketing professional, how would you think salespeople may

avoid engaging from unethical selling?

As a future marketing professional, I think salespeople may avoid

engaging from unethical selling if they treat the firm they are working with
as their own firm. They should not engage in any monkey business that
would affect the company. They should stay loyal and love the company
that makes them live. On the other hand, the company should appreciate
their employees. Appreciating does not necessarily mean money
incentives for praise will be enough and that will make the employees feel
important.