SSC Sales Ethics and Professionalism 2

Question 1

What is the ethical issue with using high-pressure closing tactics?

Accepted Answer

They manipulate customers into decisions they may not have made freely, damaging trust and long-term relationships

Answer

Pressure tactics undermine informed decision-making and prioritize the salesperson's quota over the customer's best interest.

Question 2

How should a salesperson handle confidential information shared by a customer?

Accepted Answer

Keep it strictly confidential and use it only to better serve that specific customer

Answer

Treating confidential information with discretion demonstrates respect and trustworthiness, which are fundamental to professional relationships.

Question 3

What is 'bait-and-switch' selling and why is it unethical?

Accepted Answer

Advertising one product but then pushing a different one when the customer arrives, often at a higher price

Answer

Bait-and-switch is deceptive, violates consumer protection laws, and destroys customer trust once discovered.

Question 4

What does 'transparency' in professional selling require?

Accepted Answer

Honestly disclosing relevant information about your product, pricing, and limitations, even when it is not in your immediate interest

Answer

Transparency builds credibility by showing customers they are getting complete, honest information to make informed decisions.

Question 5

What is an ethical way to handle a situation where your product is not the best fit for a customer's needs?

Accepted Answer

Honestly inform the customer, and if possible, refer them to a better solution

Answer

Ethical salespeople prioritize the customer's success over the immediate transaction, which builds reputation and earns long-term loyalty.

SSC - Selling Skills Certification Practice Test