Question 52 pts ______________________ is a lower level of trust that typically

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Question 52 pts

______________________ is a lower level of trust that typically requires a reactive approach to the relationship; a minimal level of effort to earn and maintain. The repercussions of losing trust at the transactional level are less severe.

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Question 62 pts

___________________ a listening tactic that calls for asking open, directive, and reflective questions designed to meet the specific needs of a customer.

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Question 72 pts

___________ is the foundation in a relationship—business or personal—that enables the relationship to grow and develop.

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Question 82 pts

___________________ is the consistency in a behavior, job duty, or personal responsibility that enables the receiving party to develop their trust with you.

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Question 92 pts

________________ refers to the commonalities of two persons or more that enable immediate rapport and relationship building.

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Question 102 pts

True or False: Transactional level of trust is the highest level of trust that is required in a proactive approach to the relationship; requires maximum effort and time to earn, maintain, and grow. The repercussions of losing trust at the Going Deep level is severe.

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Question 112 pts

True or False: One of the challenges for the Professional Sales profession is that it has historically lacked ethical training, oversight, and accountability similar to other professions such as Law and Accounting.

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Question 122 pts

True or False: According to the textbook, putting the needs and interests of others before your own is known as Loyalty.

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Question 132 pts

True or False: having credentials - such as a Law Degree – is one way to improve trust with a client

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Question 142 pts

True or False: A distracted listener is one who listening with their ears, but distracted with their body, eyes, or mind.

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Question 152 pts

True or False: Over-promising and Under-delivering is setting upfront expectations with customers that are fair, appropriate, and aligned with company precedent while taking active steps to exceed these expectations in a manner that does not comprise the quality of the product/service.

Explanation / Answer

Q.52 Option 4. It is the transactional level of trust that typically requires a reactive approach to the relationship
Q.62 Option 4. It is a tactic which helps to gain additional detail about the needs of a customer
Q.72. Option 1. Being the most intellectual without trust would not develop a relationship
Q.82 Option 2. By being dependable it helps to earn trust
Q.92 Option 5
Q.102 Option 2. False. It is a lower level of trust that typically requires a reactive approach
Q.112. True
Q.122. False . Altruism is putting the needs and interest of others before our own
Q.132.True
Q.142. True
Q.152. True

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