Exam 2: Ethics First -Then Customer Relationships

Josh Damon sells industrial-sized heating and cooling systems. His territory includes Illinois, Iowa, and Missouri. Management at Damon's firm has decided to increase the number of territories in each sales region. Damon will most likely be excited about the opportunity this presents for him to earn more money.

(True/False)

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Question 21

Jason Montgomery, a hospital administrator in Montana, lodged a complaint against the hospital owners when he was asked to keep two sets of accounting records so that the hospital could reduce its tax liability. Montgomery was engaged in:

(Multiple Choice)

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Question 22

From the perspective of the world's religions, define the professionalism. What are the Core Principles of Professional Selling?

(Essay)

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Question 23

What is the primary purpose of Green River ordinances and cooling-off laws?

(Multiple Choice)

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Question 24

Ethical behavior refers to conducting yourself in the proper manner and treating others fairly.

(True/False)

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Question 25

A fixed point of reference must be separate from you.

(True/False)

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Question 26

According to the text, why do most employees in organizations succumb to questionable ethical standards or only follow formal policies?

(Multiple Choice)

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Question 27

Which term refers to giving some customers promotional allowances and support while not making other customers aware of such opportunities?

(Multiple Choice)

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Question 28

Control systems that monitor and penalize the ethical behavior of salespeople are a useful tool in creating an ethical work environment.

(True/False)

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Question 29

All of the following are characteristics of ethical behavior EXCEPT:

(Multiple Choice)

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Question 30

The Clayton Act prohibits tie-in sales and exclusive agreements if they ________.

(Multiple Choice)

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Question 31

NewShine Floor Co. manufactures floor mats. It has agreed to buy all of its light bulbs and fixtures from Luminous Lighting if Luminous will agree to buy and use NewShine safety mats in its factory. This is an example of:

(Multiple Choice)

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Question 32

Which of the following is legal according to the Robinson-Patman Act of 1936?

(Multiple Choice)

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Question 33

Which of the following questions would most likely be asked by a person at the principled level of moral development?

(Multiple Choice)

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Question 34

If management decides to increase the number of territories in a state, there is a possibility the earnings of the salespeople working that state will decrease.

(True/False)

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Question 35

If a salesperson has a drug or alcohol problem, a manager has the ethical responsibility to fire the individual based on right-to-work laws.

(True/False)

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Question 36

Which of the following questions would most likely be asked by a person at the preconventional level of moral development?

(Multiple Choice)

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Question 37

Which of the following would be an example of a salesperson who is moonlighting unethically?

(Multiple Choice)

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Question 38

Which of the following marketing tactics would most likely trigger an ethical dilemma?

(Multiple Choice)

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Question 39

An ethical dilemma arises in a situation when each alternative choice has some undesirable elements due to potentially negative ethical consequences.

(True/False)

4.8/5

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Question 40

Showing 21 - 40 of 147

Jason Montgomery, a hospital administrator in Montana, lodged a complaint against the hospital owners when he was asked to keep two sets of accounting records so that the hospital could reduce its tax liability. Montgomery was engaged in:

From the perspective of the world's religions, define the professionalism. What are the Core Principles of Professional Selling?

What is the primary purpose of Green River ordinances and cooling-off laws?

Ethical behavior refers to conducting yourself in the proper manner and treating others fairly.

A fixed point of reference must be separate from you.

According to the text, why do most employees in organizations succumb to questionable ethical standards or only follow formal policies?

Which term refers to giving some customers promotional allowances and support while not making other customers aware of such opportunities?

Control systems that monitor and penalize the ethical behavior of salespeople are a useful tool in creating an ethical work environment.

All of the following are characteristics of ethical behavior EXCEPT:

The Clayton Act prohibits tie-in sales and exclusive agreements if they ________.

NewShine Floor Co. manufactures floor mats. It has agreed to buy all of its light bulbs and fixtures from Luminous Lighting if Luminous will agree to buy and use NewShine safety mats in its factory. This is an example of:

Which of the following is legal according to the Robinson-Patman Act of 1936?

Which of the following questions would most likely be asked by a person at the principled level of moral development?

If management decides to increase the number of territories in a state, there is a possibility the earnings of the salespeople working that state will decrease.

If a salesperson has a drug or alcohol problem, a manager has the ethical responsibility to fire the individual based on right-to-work laws.

Which of the following questions would most likely be asked by a person at the preconventional level of moral development?

Which of the following would be an example of a salesperson who is moonlighting unethically?

Which of the following marketing tactics would most likely trigger an ethical dilemma?

An ethical dilemma arises in a situation when each alternative choice has some undesirable elements due to potentially negative ethical consequences.

The Life, Times, and Career of the Professional Salesperson

The Psychology of Selling: Why People Buy

Communication for Relationship Building: Its Not All Talk

Sales Knowledge: Customers, Products, Technologies

Prospectingthe Lifeblood of Selling

Planning the Sales Call Is a Must

Carefully Select Which Sales Presentation Method to Use

Begin Your Presentation Strategically

Elements of a Great Sales Presentation

Welcome Your Prospects Objections

Closing Begins the Relationship

Service and Follow-Up for Customer Retention

Time, Territory, and Self-Management: Keys to Success

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