SSC Sales Ethics and Professionalism 3

Question 1

What does 'managing up' mean for a sales professional in an ethical context?

Accepted Answer

Communicating honestly with your own management about deal realities, forecasts, and challenges rather than inflating numbers

Answer

Selling to executives only

Answer

Asking management for higher commissions

Answer

Delegating administrative work to junior staff

Question 2

What is the ethical responsibility of a salesperson when a customer asks about a known product defect?

Accepted Answer

Disclose the defect honestly and explain any plans to address it, letting the customer make an informed decision

Answer

Downplay the defect to protect the sale

Answer

Redirect the conversation to product strengths

Answer

Tell the customer the defect has already been fixed even if it has not

Question 3

What does maintaining 'professional boundaries' mean in sales relationships?

Accepted Answer

Keeping interactions appropriate and focused on business objectives, avoiding inappropriate personal involvement

Answer

Limiting contact with customers to once per quarter

Answer

Never socializing with customers outside of work

Answer

Only communicating through formal channels

Question 4

How does a salesperson demonstrate respect for the customer's decision-making process?

Accepted Answer

By providing complete information, answering questions honestly, and allowing the customer appropriate time to decide

Answer

By pushing for a faster decision to meet end-of-month quota

Answer

By calling the customer multiple times per day

Answer

By involving as many stakeholders as possible to pressure the decision

Question 5

What is 'fee transparency' in sales and why does it matter?

Accepted Answer

Clearly disclosing all fees, add-ons, and total costs upfront before the customer commits

Answer

Listing all product features on the invoice

Answer

Publishing your commission rates on your website

Answer

Offering a fee breakdown only upon request

Question 6

What does it mean for a salesperson to act as a 'trusted advisor' rather than a transactional seller?

Accepted Answer

To use deep understanding of the customer's business to guide them toward decisions that genuinely serve their long-term interests

Answer

To provide free consulting services indefinitely

Answer

To become personally involved in the customer's business operations

Answer

To prioritize the customer's needs only when they are a top-tier account