Question 1

In many states in the United States,customer records are considered trade secrets.

Accepted Answer

A) True 
 B)False

Question 2

What is business defamation?

Accepted Answer

Business defamation occurs when a salesp

Question 3

What is reciprocity?

Accepted Answer

Reciprocity is a spe

Question 4

Which of the following is an example of a tying agreement?

Accepted Answer

A)  Jon refuses to buy office supplies from anyone but Bridget. 
B)  In order to carry a highly successful organic cleaning compound,Nature's Survival Store has to carry a much less successful line of laundry detergent made by the same company. 
C)  Traveler's Rest,a travel agency,agrees to buy its insurance from the Nathan Dean Insurance Agency if the agency agrees to let Traveler's Rest handle the owners' travel plans. 
D)  A paper supply company agrees to give Harridan Industries a free case of paper towels for every dozen cases it purchases. 
E)  A salesperson tells a contractor that his company's paint is mildew resistant when it is not. 
A)  Jon refuses to buy office supplies from anyone but Bridget. 
B)  In order to carry a highly successful organic cleaning compound,Nature's Survival Store has to carry a much less successful line of laundry detergent made by the same company. 
C)  Traveler's Rest,a travel agency,agrees to buy its insurance from the Nathan Dean Insurance Agency if the agency agrees to let Traveler's Rest handle the owners' travel plans. 
D)  A paper supply company agrees to give Harridan Industries a free case of paper towels for every dozen cases it purchases. 
E)  A salesperson tells a contractor that his company's paint is mildew resistant when it is not.

Question 5

Larry,an inexperienced sales rep,has asked you to suggest ways to deal with potential ethical problems.What should you suggest?

Accepted Answer

A)  It's only unethical if it is illegal. 
B)  Do what the other sales reps do. 
C)  Do whatever earns profits for your company. 
D)  Perform whatever services your client requests. 
E)  Develop and maintain a personal code of ethics. 
A)  It's only unethical if it is illegal. 
B)  Do what the other sales reps do. 
C)  Do whatever earns profits for your company. 
D)  Perform whatever services your client requests. 
E)  Develop and maintain a personal code of ethics.

Question 6

Offering information about a customer's competitor in exchange for an order is unethical.

Accepted Answer

A) True 
 B)False

Question 7

The U.S.laws concerning bribery are much more restrictive than laws in Italy and Germany.

Accepted Answer

A) True 
 B)False

Question 8

_____ involves small sums of money or gifts,typically made to low-ranking managers or government officials,in countries where these payments are not illegal.

Accepted Answer

A)  Embezzlement 
B)  Subordination 
C)  Lubrication 
D)  Collusion 
E)  Extortion 
A)  Embezzlement 
B)  Subordination 
C)  Lubrication 
D)  Collusion 
E)  Extortion

Question 9

What impact do sales managers have on a salesperson's ethics?

Accepted Answer

Sales managers are particularly importan

Question 10

_____ refers to competitors working together while the customer is making a purchase decision.

Accepted Answer

A)  Defamation 
B)  A tying contract 
C)  A conspiracy 
D)  Reciprocity 
E)  Collusion 
A)  Defamation 
B)  A tying contract 
C)  A conspiracy 
D)  Reciprocity 
E)  Collusion

Question 11

What is sales puffery and how can it be differentiated from warranties or statements of fact?

Accepted Answer

Glowing descriptions such as "Our servic

Question 12

In Canada,where puffery is more closely monitored than in the United States,a salesperson told a customer a particular oven would cook meat better than any other oven in the market.The salesperson might be guilty of violating the:

Accepted Answer

A)  conspiracy and collusion agreement. 
B)  competitive comparison law. 
C)  tying agreement. 
D)  caveat emptor law. 
E)  credulous person standard. 
A)  conspiracy and collusion agreement. 
B)  competitive comparison law. 
C)  tying agreement. 
D)  caveat emptor law. 
E)  credulous person standard.

Question 13

When James sold protective window bars for a nursing home complex,he specified in the contract that the bars would be shipped FOB factory.According to the UCC,this means that:

Accepted Answer

A)  the bars will not leave the manufacturer until payment had been received in full. 
B)  the seller has full title to the bars until the nursing home director receives them. 
C)  the buyer assumes responsibility,cost,and risk for shipping of the bars. 
D)  the seller does not expect payment for the bars until they are installed. 
E)  the delivering company assumes title for the bars while they are in transit. 
A)  the bars will not leave the manufacturer until payment had been received in full. 
B)  the seller has full title to the bars until the nursing home director receives them. 
C)  the buyer assumes responsibility,cost,and risk for shipping of the bars. 
D)  the seller does not expect payment for the bars until they are installed. 
E)  the delivering company assumes title for the bars while they are in transit.

Question 14

A noncompete clause prevents employees from leaving the company until a specified amount of time has passed.

Accepted Answer

A) True 
 B)False

Question 15

The _____ is the most active regulatory agency in developing administrative laws affecting salespeople.

Accepted Answer

A)  U.S.Patent Office 
B)  Federal Trade Commission 
C)  Environmental Protection Agency 
D)  Federal Communications Commission 
E)  Food and Drug Administration 
A)  U.S.Patent Office 
B)  Federal Trade Commission 
C)  Environmental Protection Agency 
D)  Federal Communications Commission 
E)  Food and Drug Administration

Question 16

What is ethical can vary from country to country and from industry to industry.

Accepted Answer

A) True 
 B)False

Question 17

Most sales situations are not covered by laws.

Accepted Answer

A) True 
 B)False

Question 18

Most salespeople are agents because they have the power to solicit even non-written offers from buyers.

Accepted Answer

A) True 
 B)False

Question 19

How does a sale differ from a contract to sell?

Accepted Answer

A)  Cash must change hands for a contract to sell to exist,but not for a sale to be completed. 
B)  The UCC defines a sale and a contract to sell as synonymous. 
C)  A sale is made when the salesperson makes an offer and receives unqualified acceptance,while a contract to sell exists only when the title passes from the seller to the buyer. 
D)  A contract to sell exists anytime a salesperson makes an offer and receives unqualified acceptance from the customer,while a sale is made only when the title passes from the seller to the buyer. 
E)  A sale is made as soon as a buyer agrees to a price,while a contract to sell exists as soon as a seller gives an offer. 
A)  Cash must change hands for a contract to sell to exist,but not for a sale to be completed. 
B)  The UCC defines a sale and a contract to sell as synonymous. 
C)  A sale is made when the salesperson makes an offer and receives unqualified acceptance,while a contract to sell exists only when the title passes from the seller to the buyer. 
D)  A contract to sell exists anytime a salesperson makes an offer and receives unqualified acceptance from the customer,while a sale is made only when the title passes from the seller to the buyer. 
E)  A sale is made as soon as a buyer agrees to a price,while a contract to sell exists as soon as a seller gives an offer.

Question 20

Rodney is a senior salesperson in a pharmaceutical company.Every time Jeff places an order of 2,000 units from the company,Rodney pays 7 percent of the total amount of sales to Jeff for helping him achieve his sales targets.This is an example of a:

Accepted Answer

A)  bribe. 
B)  commission. 
C)  refund. 
D)  kickback. 
E)  rebate. 
A)  bribe. 
B)  commission. 
C)  refund. 
D)  kickback. 
E)  rebate.

In many states in the United States,customer records are considered trade secrets.

What is business defamation?

What is reciprocity?

Which of the following is an example of a tying agreement?

Larry,an inexperienced sales rep,has asked you to suggest ways to deal with potential ethical problems.What should you suggest?

Offering information about a customer's competitor in exchange for an order is unethical.

The U.S.laws concerning bribery are much more restrictive than laws in Italy and Germany.

_____ involves small sums of money or gifts,typically made to low-ranking managers or government officials,in countries where these payments are not illegal.

What impact do sales managers have on a salesperson's ethics?

_____ refers to competitors working together while the customer is making a purchase decision.

What is sales puffery and how can it be differentiated from warranties or statements of fact?

In Canada,where puffery is more closely monitored than in the United States,a salesperson told a customer a particular oven would cook meat better than any other oven in the market.The salesperson might be guilty of violating the:

When James sold protective window bars for a nursing home complex,he specified in the contract that the bars would be shipped FOB factory.According to the UCC,this means that:

A noncompete clause prevents employees from leaving the company until a specified amount of time has passed.

The _____ is the most active regulatory agency in developing administrative laws affecting salespeople.

What is ethical can vary from country to country and from industry to industry.

Most sales situations are not covered by laws.

Most salespeople are agents because they have the power to solicit even non-written offers from buyers.

How does a sale differ from a contract to sell?

Rodney is a senior salesperson in a pharmaceutical company.Every time Jeff places an order of 2,000 units from the company,Rodney pays 7 percent of the total amount of sales to Jeff for helping him achieve his sales targets.This is an example of a:

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

In many states in the United States,customer records are considered trade secrets.

What is business defamation?

What is reciprocity?

Which of the following is an example of a tying agreement?

Larry,an inexperienced sales rep,has asked you to suggest ways to deal with potential ethical problems.What should you suggest?

Offering information about a customer's competitor in exchange for an order is unethical.

The U.S.laws concerning bribery are much more restrictive than laws in Italy and Germany.

_____ involves small sums of money or gifts,typically made to low-ranking managers or government officials,in countries where these payments are not illegal.

What impact do sales managers have on a salesperson's ethics?

_____ refers to competitors working together while the customer is making a purchase decision.

What is sales puffery and how can it be differentiated from warranties or statements of fact?

In Canada,where puffery is more closely monitored than in the United States,a salesperson told a customer a particular oven would cook meat better than any other oven in the market.The salesperson might be guilty of violating the:

When James sold protective window bars for a nursing home complex,he specified in the contract that the bars would be shipped FOB factory.According to the UCC,this means that:

A noncompete clause prevents employees from leaving the company until a specified amount of time has passed.

The _____ is the most active regulatory agency in developing administrative laws affecting salespeople.

What is ethical can vary from country to country and from industry to industry.

Most sales situations are not covered by laws.

Most salespeople are agents because they have the power to solicit even non-written offers from buyers.

How does a sale differ from a contract to sell?

Rodney is a senior salesperson in a pharmaceutical company.Every time Jeff places an order of 2,000 units from the company,Rodney pays 7 percent of the total amount of sales to Jeff for helping him achieve his sales targets.This is an example of a:

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