DEVELOPING PROFESSIONAL SELLING KNOWLEDGE
1. What is the essence of trust for a salesperson?
2. If trust means different things to different buyers, how is a salesperson to determine what trust means for each buyer?
3.Why is trust important to a salesperson?
4. How might a salesperson go about earning trust?
5. What does it mean for a salesperson to have a customer orientation?
6. How would you rank the five trust-builders in order of importance?
7. Explain why expertise is such an important relationships builder.
8. How do knowledge bases help build trust and relationships?
9. Do you think certain knowledge bases are more important than others? Why?
10. What are the three areas of unethical behavior? Discuss each.