Question 1

Which of the following statements is true about the Robinson-Patman Act of 1934?

Accepted Answer

A)  It was introduced to eliminate sales puffery. 
B)  It protects national wholesalers and retailers from independent wholesalers and retailers. 
C)  It replaced the Federal Trade Commission Act of 1914. 
D)  It applies only to interstate commerce. 
E)  It was designed to limit the amount of information a firm could obtain about a consumer. 
A)  It was introduced to eliminate sales puffery. 
B)  It protects national wholesalers and retailers from independent wholesalers and retailers. 
C)  It replaced the Federal Trade Commission Act of 1914. 
D)  It applies only to interstate commerce. 
E)  It was designed to limit the amount of information a firm could obtain about a consumer. D

Question 2

Because salespeople's activities in the field cannot be closely monitored,their employers trust them to act in the company's best interests.

Accepted Answer

A) True 
 B)False  True

Question 3

Ray is a new salesperson in an automobile manufacturing company.In order to meet his sales target,he regularly steals potential customers of other salespeople in his team.This is an example of:

Accepted Answer

A)  collusion. 
B)  a conspiracy. 
C)  insider selling. 
D)  poaching. 
E)  upselling. 
A)  collusion. 
B)  a conspiracy. 
C)  insider selling. 
D)  poaching. 
E)  upselling. D

Question 4

A steel manufacturing company helps the local government in a city build a railroad bridge.The company offers the city manager and the mayor a bribe of $50,000 to relax restrictions placed on the company's operations in the city.This is an example of:

Accepted Answer

A)  extortion. 
B)  subordination. 
C)  embezzlement. 
D)  collusion. 
E)  lubrication. 
A)  extortion. 
B)  subordination. 
C)  embezzlement. 
D)  collusion. 
E)  lubrication.

Question 5

What is an implied warranty and an expressed warranty? You have just filled up your car with gasoline.Give an example of an expressed and an implied warranty that might have accompanied your purchase.

Accepted Answer

Students' answers may vary.An implied wa

Question 6

A salesperson tells a customer that his firm's product would completely remove all rashes and burn marks on the human skin within 7 hours of its application.This is an example of:

Accepted Answer

A)  puffery. 
B)  a spiff. 
C)  reciprocity. 
D)  an implied warranty. 
E)  a spam. 
A)  puffery. 
B)  a spiff. 
C)  reciprocity. 
D)  an implied warranty. 
E)  a spam.

Question 7

Imagine John has a computer job with Hughes Hospital Supply,and he gets a job offer from IBD Inc.What would be the ethical way for John to move from his job at Hughes to his new position with IBD?

Accepted Answer

First,John should give ample notice.He s

Question 8

U.S.privacy laws are more stringent than those of the European Union.

Accepted Answer

A) True 
 B)False

Question 9

To speed up the opening of a new factory in a Middle Eastern country,Micah gifted a pen and pencil set that he had purchased for $10 to an assistant in a local government.Micah hoped this gift would remove some of the red tape that was slowing down the building process.This type of gift is referred to as:

Accepted Answer

A)  collusion. 
B)  subordination. 
C)  capitulation. 
D)  indemnification. 
E)  lubrication. 
A)  collusion. 
B)  subordination. 
C)  capitulation. 
D)  indemnification. 
E)  lubrication.

Question 10

According to the Uniform Commercial Code (UCC),a sales presentation is usually considered to be:

Accepted Answer

A)  an offer. 
B)  a verbal contract. 
C)  an invitation to negotiate. 
D)  an interaction where payment for goods is made. 
E)  an interaction where the title of goods is exchanged. 
A)  an offer. 
B)  a verbal contract. 
C)  an invitation to negotiate. 
D)  an interaction where payment for goods is made. 
E)  an interaction where the title of goods is exchanged.

Question 11

What is the difference between a conspiracy and collusion?

Accepted Answer

A conspiracy is an agreement between com

Question 12

_____ is the view that ethical standards in one's home country should be applied to one's behavior across the world.

Accepted Answer

A)  Ethical imperialism 
B)  Ethical ombudsmen 
C)  Ethical solidarity 
D)  Cultural relativism 
E)  Cultural solidarity 
A)  Ethical imperialism 
B)  Ethical ombudsmen 
C)  Ethical solidarity 
D)  Cultural relativism 
E)  Cultural solidarity

Question 13

The Foreign Corrupt Practices Act (FCPA)made it legal for U.S.companies to engage in conspiracy.

Accepted Answer

A) True 
 B)False

Question 14

Jackson sells refrigeration units to hospitals,laboratories,and clinics.He really wants to make a sale to a group of hospitals all working under the Emory brand.He believes that if he gives the purchasing agent for the hospitals a very unique and costly gift,he will be more than likely to get the order.What advice would you give him?

Accepted Answer

Jackson should realize that any gift he

Question 15

Which of the following statements is true about Lincoln Law?

Accepted Answer

A)  It is commonly referred to as the Do-Not-Call law. 
B)  It was passed in 1863 and restricted salespeople in the United States from engaging in direct trade with its neighboring countries. 
C)  It removed the credulous person standard law during the Civil War in 1863. 
D)  It encouraged citizens to press claims against vendors that fraudulently sold to the U.S.government. 
E)  It repealed the noncompete clause in the southern U.S.states. 
A)  It is commonly referred to as the Do-Not-Call law. 
B)  It was passed in 1863 and restricted salespeople in the United States from engaging in direct trade with its neighboring countries. 
C)  It removed the credulous person standard law during the Civil War in 1863. 
D)  It encouraged citizens to press claims against vendors that fraudulently sold to the U.S.government. 
E)  It repealed the noncompete clause in the southern U.S.states.

Question 16

Persuasion is unethical,whereas manipulation is ethical.

Accepted Answer

A) True 
 B)False

Question 17

Which of the following questions should one ask oneself to determine whether a sales behavior or activity is unethical?

Accepted Answer

A)  Would my supervisor disapprove of this behavior? 
B)  Am I concerned about the possible consequences of this behavior? 
C)  Would society be worse off if everyone engaged in this behavior or activity? 
D)  Would I be embarrassed if a customer found out about this behavior? 
E)  All of these 
A)  Would my supervisor disapprove of this behavior? 
B)  Am I concerned about the possible consequences of this behavior? 
C)  Would society be worse off if everyone engaged in this behavior or activity? 
D)  Would I be embarrassed if a customer found out about this behavior? 
E)  All of these

Question 18

If the terms of the contract specify FOB (free on board)destination,then:

Accepted Answer

A)  any loss or damage incurred during transportation is the responsibility of the seller. 
B)  the buyer is responsible for any loss during transportation. 
C)  the buyer assumes the responsibility and risk for the merchandise as soon it leaves the factory. 
D)  the buyer gets the title to the goods as soon as the invoice is made by the seller. 
E)  the goods are being sold on consignment. 
A)  any loss or damage incurred during transportation is the responsibility of the seller. 
B)  the buyer is responsible for any loss during transportation. 
C)  the buyer assumes the responsibility and risk for the merchandise as soon it leaves the factory. 
D)  the buyer gets the title to the goods as soon as the invoice is made by the seller. 
E)  the goods are being sold on consignment.

Question 19

Which of the following statements is true about the Uniform Commercial Code (UCC)?

Accepted Answer

A)  It is one of the main statutory laws governing salespeople in the United States. 
B)  It is more specific than other laws and has little effect on salespeople. 
C)  It excludes domestic trade. 
D)  It was first published in 1998. 
E)  It is regulated by the Federal Trade Commission. 
A)  It is one of the main statutory laws governing salespeople in the United States. 
B)  It is more specific than other laws and has little effect on salespeople. 
C)  It excludes domestic trade. 
D)  It was first published in 1998. 
E)  It is regulated by the Federal Trade Commission.

Question 20

What is a tying agreement?

Accepted Answer

In a tying agreement

Which of the following statements is true about the Robinson-Patman Act of 1934?

Because salespeople's activities in the field cannot be closely monitored,their employers trust them to act in the company's best interests.

Ray is a new salesperson in an automobile manufacturing company.In order to meet his sales target,he regularly steals potential customers of other salespeople in his team.This is an example of:

A steel manufacturing company helps the local government in a city build a railroad bridge.The company offers the city manager and the mayor a bribe of $50,000 to relax restrictions placed on the company's operations in the city.This is an example of:

What is an implied warranty and an expressed warranty? You have just filled up your car with gasoline.Give an example of an expressed and an implied warranty that might have accompanied your purchase.

A salesperson tells a customer that his firm's product would completely remove all rashes and burn marks on the human skin within 7 hours of its application.This is an example of:

Imagine John has a computer job with Hughes Hospital Supply,and he gets a job offer from IBD Inc.What would be the ethical way for John to move from his job at Hughes to his new position with IBD?

U.S.privacy laws are more stringent than those of the European Union.

According to the Uniform Commercial Code (UCC),a sales presentation is usually considered to be:

What is the difference between a conspiracy and collusion?

_____ is the view that ethical standards in one's home country should be applied to one's behavior across the world.

The Foreign Corrupt Practices Act (FCPA)made it legal for U.S.companies to engage in conspiracy.

Which of the following statements is true about Lincoln Law?

Persuasion is unethical,whereas manipulation is ethical.

Which of the following questions should one ask oneself to determine whether a sales behavior or activity is unethical?

If the terms of the contract specify FOB (free on board)destination,then:

Which of the following statements is true about the Uniform Commercial Code (UCC)?

What is a tying agreement?

Selling and Salespeople

Buying Behavior and the Buying Process

Using Communication Principles to Build Relationships

Adaptive Selling for Relationship Building

Prospecting

Planning the Sales Call

Making the Sales Call

Strengthening the Presentation

Responding to Objections

Obtaining Commitment

Formal Negotiating

Building Partnering Relationships

Building Long-Term Partnerships

Managing Your Time and Territory

Managing Within Your Company

Managing Your Career

Filters

Exam 2: Ethical and Legal Issues in Selling

Which of the following statements is true about the Robinson-Patman Act of 1934?

Because salespeople's activities in the field cannot be closely monitored,their employers trust them to act in the company's best interests.

Ray is a new salesperson in an automobile manufacturing company.In order to meet his sales target,he regularly steals potential customers of other salespeople in his team.This is an example of:

A steel manufacturing company helps the local government in a city build a railroad bridge.The company offers the city manager and the mayor a bribe of $50,000 to relax restrictions placed on the company's operations in the city.This is an example of:

What is an implied warranty and an expressed warranty? You have just filled up your car with gasoline.Give an example of an expressed and an implied warranty that might have accompanied your purchase.

A salesperson tells a customer that his firm's product would completely remove all rashes and burn marks on the human skin within 7 hours of its application.This is an example of:

Imagine John has a computer job with Hughes Hospital Supply,and he gets a job offer from IBD Inc.What would be the ethical way for John to move from his job at Hughes to his new position with IBD?

U.S.privacy laws are more stringent than those of the European Union.

According to the Uniform Commercial Code (UCC),a sales presentation is usually considered to be:

What is the difference between a conspiracy and collusion?

_____ is the view that ethical standards in one's home country should be applied to one's behavior across the world.

The Foreign Corrupt Practices Act (FCPA)made it legal for U.S.companies to engage in conspiracy.

Which of the following statements is true about Lincoln Law?

Persuasion is unethical,whereas manipulation is ethical.

Which of the following questions should one ask oneself to determine whether a sales behavior or activity is unethical?

If the terms of the contract specify FOB (free on board)destination,then:

Which of the following statements is true about the Uniform Commercial Code (UCC)?

What is a tying agreement?

Selling and Salespeople

Buying Behavior and the Buying Process

Using Communication Principles to Build Relationships

Adaptive Selling for Relationship Building

Prospecting

Planning the Sales Call

Making the Sales Call

Strengthening the Presentation

Responding to Objections

Obtaining Commitment

Formal Negotiating

Building Partnering Relationships

Building Long-Term Partnerships

Managing Your Time and Territory

Managing Within Your Company

Managing Your Career

Filters