Exam 2: Ethics First -Then Customer Relationships

California-based Innovative Installers, Inc. provides a variety of corporate services related to office space. The firm sells modular office furniture, offers space planning consultations, and provides office relocation services. The company was founded in 1992 and depended on the growth of dot.com companies for its early success. Innovative Installers has experienced cash flow problems during the recent economic recession, and top managers are eager for salespeople to obtain new accounts. Mierzett Evans and Glenda Heldris are two of Innovative Installers' salespeople. Evans tells a potential client that Innovative Installers offers the most modern and stylish office furniture available on the market. Evans is most likely guilty of:

An individual in the pre-conventional stage of morality asks, "What can I get away with?"

According to the text, what is the single most important factor in improving the climate for ethical behavior in a sales force?

California-based Innovative Installers, Inc. provides a variety of corporate services related to office space. The firm sells modular office furniture, offers space planning consultations, and provides office relocation services. The company was founded in 1992 and depended on the growth of dot.com companies for its early success. Innovative Installers has experienced cash flow problems during the recent economic recession, and top managers are eager for salespeople to obtain new accounts. Mierzett Evans and Glenda Heldris are two of Innovative Installers' salespeople. Managerial concern about the solvency of Innovative Installers has led to excessive pressure on salespeople to sell unneeded services to customers. The issue of whether the company should be more concerned about maintaining its existence or providing the best possible service to its customers produces a(n):

A person with integrity is honest without compromise or corruption.

Two major influences on the ethical behavior of sales personnel are:

To prevent sexual harassment, companies rely on top management support, training for all employees, and clear procedures for filing grievances.

Which of the following pricing tactics is LEAST likely to be a source of an ethical dilemma?

A cooling-off law gives the buyer three weeks to cancel the contract, return any merchandise, and obtain a full refund.

A(n) ________ is a formal statement of a company's values concerning ethics and social issues.

Tina perceives herself to be a responsible person because she does not misuse company assets, she is always truthful, and she treats others fairly. She upholds moral and legal laws and conforms to the expectations of others. At which level of moral development is Tina operating?

The Core Principles of Professional Selling require people whose personal character is at level:

"I'll tell you what," said Tim. "I'll buy all my building supplies from your company if you'll make sure your people rent generators from my firm." Tim is proposing:

According to a survey of adult Americans, people are most likely to base ethical and moral decisions on the:

Which of the following questions is LEAST relevant to the level of pressure a manager places on a salesperson?

An ethics ombudsperson:

Which of the following statements about bribery is most likely true?

A code of ethics that ________ is classified as a principle-based statement.

Sharon, a salesperson for a greeting card company, is responsible for sales in the northern part of California. Sharon's manager has decided to change Sharon's key account in the territory to a house account. Why would Sharon most likely dislike this decision?

Which of the following statements about sales puffery is true?