ANJIE LOU ASENTISTA BAJE

BSBA MM 3
PROFESSIONAL SALESMANSHIP
T-TH 10:00-11:30 AM

UNIT 1- ASSESSMENT
1. A customer inquiring about one of their competitors, who also happens to be a
customer of yours.
ANSWER: The salesperson may hold that information, such as how many cases of the
product they purchase or who their customers are, but that salesperson does not have the
right to show that information with the customer’s competitors. The seller has an
obligation to protect the buyer’s information. If the salesperson expose the private
information to their customer’s competitors, then the salesperson may get a reputation for
being untrustworthy.

2. Deciding how much to spend on your customer’s holiday gifts.

ANSWER: Giving something to a client when he or she isn’t expecting it is far better use
of your gift budget. Decide how many clients you want to gift. And understand what you
can afford to spend and when. Companies do not allow their buyers to receive
promotional items with the seller’s logo on it. Giving your client gifts in a great way to
show how much you value them and their support of your business.

3. A buyer requesting for something special, which you could easily provide, but aren’t
supposed to.
ANSWER: The customers may not know that their special request could get the
salesperson in trouble and the request may be reasonable, just against the company
policy. It is difficult to the salesperson to give the customer special request because it
might make sense to see if the policy can be changed. And its a bit difficult because the
request can be unfair to other customers and may cause legal problems. But as long as the
special request can provide to anyone who asks for it, no rules can be affected.

4. Deciding to play a golf on a nice day, since no one knows if you are actually at work
or not.
ANSWER:

5. Your customer wants to know about your thoughts on a competitor’s product. You
know from previous customer’s experiences that it is extremely unreliable and
 frequently breaks down. Furthermore, given this particular customer’s requirements,
you anticipate that if the customer chooses this product, the situation will get even
worse. What is your reaction? Be specific as to what you would say?
ANSWER:

6. Your company uses a contact management software that allows you to enter as much
information as possible about your customer. The company wishes to form a
comarketing partnership with another company. They want to hand over your
database to another firm so that they can generate marketing materials and send them
to your clients via e-mail. Is it ethical? Why or why not?
ANSWER:

7. Salespeople in an electronic store are paid an extra $50 for each sale of HDTV models
that are being phased out. The stiff is being offered by the manufacturer, and
management is fully aware of it. The stiff and the fact that these are close-out models
are not to be mentioned by salespeople.
ANSWER:

8. A customer asks if a safety feature may be removed because it slows down the
equipment’s operators.
ANSWER:

9. A consumer makes a recommendation for a new service to a salesperson. Despite the

fact that the firm’s policy manual indicates that all client ideas should be presented
with the monthly spending report, the salesperson does not submit the concept to her
company. Instead, the salesperson quits her position and follows the customer’s
advice to establish her own business.
ANSWER: