Question 1

Which of the following statements, if false, would most likely have legal consequences?

Accepted Answer

A)  "You're going to love this new mattress!" 
B)  "We are the metropolitan area's low price leader." 
C)  "We offer a 100 percent order-fill rate; you'll never experience a back-order." 
D)  "Our employees have extensive training in how to pamper our customers." 
E)  "Your own mother can't care for you as well as our staff!" 
A)  "You're going to love this new mattress!" 
B)  "We are the metropolitan area's low price leader." 
C)  "We offer a 100 percent order-fill rate; you'll never experience a back-order." 
D)  "Our employees have extensive training in how to pamper our customers." 
E)  "Your own mother can't care for you as well as our staff!"

Question 2

Courtney Lee works for a travel agency. The company has spent several hundred dollars promoting a trip to a country that is undergoing a great deal of political unrest. Lee has been told that if she wants to keep her job, she needs to get at least three couples to sign up for this trip. Instead, Lee handed in her letter of resignation because she refused to sell a potentially dangerous trip to her customers. Lee is functioning at the ________ level of moral development.

Accepted Answer

A)  biblical 
B)  principled 
C)  conventional 
D)  discretionary 
E)  preconventional 
A)  biblical 
B)  principled 
C)  conventional 
D)  discretionary 
E)  preconventional

Question 3

A computer dealer induced a finance company to enter into a hire-purchase agreement by contributing false information about the amount of deposit paid by the customer unknowingly, who later defaulted and sold the computer to a third party. This is an example of:

Accepted Answer

A)  misuse of relationship marketing. 
B)  sales puffery. 
C)  a warranty of fact. 
D)  misrepresentation. 
E)  a statement of fact. 
A)  misuse of relationship marketing. 
B)  sales puffery. 
C)  a warranty of fact. 
D)  misrepresentation. 
E)  a statement of fact.

Question 4

Sales representatives at the preconventional moral development level would most likely be unconcerned about lying to customers if getting caught was unlikely.

Accepted Answer

A) True 
 B)False

Question 5

Most sales people operate at the conventional level of moral development.

Accepted Answer

A) True 
 B)False

Question 6

Which of the following terms refers to an extra-large customer that generates significantly more revenue for a salesperson than other customers?

Accepted Answer

A)  Balanced account 
B)  Outsourced account 
C)  Retail account 
D)  House account 
E)  Key account 
A)  Balanced account 
B)  Outsourced account 
C)  Retail account 
D)  House account 
E)  Key account

Question 7

Reciprocity occurs when Mario trades a load of firewood for an oil change for his Toyota Tacoma.

Accepted Answer

A) True 
 B)False

Question 8

"I don't care what the boss said. It's wrong and I'm not going to do it. If I get fired, then that's just the way it'll have to be." The salesperson who just made this statement to a co-worker is apparently working at the ________ level of moral development.

Accepted Answer

A)  nondiscriminatory 
B)  principled 
C)  conventional 
D)  consensual 
E)  preconventional 
A)  nondiscriminatory 
B)  principled 
C)  conventional 
D)  consensual 
E)  preconventional

Question 9

Clark is a soft drink salesperson who is enrolled in a vocational technology program that meets at night. From time to time, he takes off most of the day before his night class meets in order to prepare assignments that are due that evening. From an ethical standpoint, it is correct to say that Clark is:

Accepted Answer

A)  guilty of misrepresentation. 
B)  misusing company assets. 
C)  cheating. 
D)  moonlighting. 
E)  acting quite ethically. 
A)  guilty of misrepresentation. 
B)  misusing company assets. 
C)  cheating. 
D)  moonlighting. 
E)  acting quite ethically.

Question 10

Based on levels of moral development, a professional salesperson is in the minority among sales personnel.

Accepted Answer

A) True 
 B)False

Question 11

A cooling-off law:

Accepted Answer

A)  gives the buyer three weeks to return merchandise. 
B)  covers items sold through wholesale outlets. 
C)  deals with purchases between $25.00 and $50.00. 
D)  is in effect in all states. 
E)  covers some door-to-door transactions. 
A)  gives the buyer three weeks to return merchandise. 
B)  covers items sold through wholesale outlets. 
C)  deals with purchases between $25.00 and $50.00. 
D)  is in effect in all states. 
E)  covers some door-to-door transactions.

Question 12

Imagine you sell automobiles. Develop a statement that is clearly an example of puffery. Develop a statement that could be interpreted as misrepresentation. What conditions would make this assignment easier?

Accepted Answer

Puffery is probably most easily defined

Question 13

If a manufacturer requires that its wholesalers and retailers buy merchandise only from it, the contract is a(n) ________ contract.

Accepted Answer

A)  exclusive dealership 
B)  reciprocity 
C)  product discrimination 
D)  deceptive slotting 
E)  price discrimination 
A)  exclusive dealership 
B)  reciprocity 
C)  product discrimination 
D)  deceptive slotting 
E)  price discrimination

Question 14

The Core Principles of Professional Selling require people whose personal character is at level 2.

Accepted Answer

A) True 
 B)False

Question 15

Edna Wallace is a little worried concerning all the talk she has heard recently about lawsuits due to misrepresentation and breach of warranty. To help her "stay legal," her sales manager should advise her to do all of the following EXCEPT:

Accepted Answer

A)  be accurate when describing her product's capabilities. 
B)  thoroughly educate all customers before making a sale. 
C)  avoid making exaggerated claims about product safety. 
D)  know the technical specifications of the products she sells. 
E)  make claims or promises of a factual nature. 
A)  be accurate when describing her product's capabilities. 
B)  thoroughly educate all customers before making a sale. 
C)  avoid making exaggerated claims about product safety. 
D)  know the technical specifications of the products she sells. 
E)  make claims or promises of a factual nature.

Question 16

The salesperson promised the radio station manager that the new $30,000 computer system would be compatible with the equipment already used by the station. When the new computer system proved not to be compatible even after an additional $10,000 worth of new software, the station manager sued the salesperson and his company for:

Accepted Answer

A)  misrepresentation and breach of warranty. 
B)  misuse of relationship marketing. 
C)  violation of Title VII. 
D)  violation of the Robinson-Patman Act. 
E)  failure to adhere to the rules of full disclosure. 
A)  misrepresentation and breach of warranty. 
B)  misuse of relationship marketing. 
C)  violation of Title VII. 
D)  violation of the Robinson-Patman Act. 
E)  failure to adhere to the rules of full disclosure.

Question 17

What is reciprocity?

Accepted Answer

A)  Obeying the Core Principles of Professional Selling 
B)  Buying a product from someone if that person agrees to buy from you 
C)  Sharing competitive intelligence 
D)  Creating win-win buying situations 
E)  A mutually-beneficial buying situation that does not lessen competition 
A)  Obeying the Core Principles of Professional Selling 
B)  Buying a product from someone if that person agrees to buy from you 
C)  Sharing competitive intelligence 
D)  Creating win-win buying situations 
E)  A mutually-beneficial buying situation that does not lessen competition

Question 18

All of the following statements, if made by a salesperson, could have legally actionable consequences if the statement were incorrect EXCEPT:

Accepted Answer

A)  "this refrigerator will preserve foods in the warmest weather." 
B)  "this is a safe, dependable helicopter." 
C)  "feel free to prescribe this drug to your patients, doctor. It's not addictive." 
D)  "this mace pen is capable of instantaneous incapacitation for a period of 15 to 20 minutes." 
E)  "this offer is valid only until the end of this month." 
A)  "this refrigerator will preserve foods in the warmest weather." 
B)  "this is a safe, dependable helicopter." 
C)  "feel free to prescribe this drug to your patients, doctor. It's not addictive." 
D)  "this mace pen is capable of instantaneous incapacitation for a period of 15 to 20 minutes." 
E)  "this offer is valid only until the end of this month."

Question 19

What are the two major influences on the ethical behavior of sales personnel?

Accepted Answer

Employees

Question 20

Cooling-off laws apply only to:

Accepted Answer

A)  sales made in out-of-town offices, regardless of value. 
B)  sales for which verbal guarantees are given. 
C)  sales over $25, made door-to-door. 
D)  sales over $50, made in hometown offices. 
E)  sales made in hometown offices over the value of $100. 
A)  sales made in out-of-town offices, regardless of value. 
B)  sales for which verbal guarantees are given. 
C)  sales over $25, made door-to-door. 
D)  sales over $50, made in hometown offices. 
E)  sales made in hometown offices over the value of $100.

Which of the following statements, if false, would most likely have legal consequences?

A computer dealer induced a finance company to enter into a hire-purchase agreement by contributing false information about the amount of deposit paid by the customer unknowingly, who later defaulted and sold the computer to a third party. This is an example of:

Sales representatives at the preconventional moral development level would most likely be unconcerned about lying to customers if getting caught was unlikely.

Most sales people operate at the conventional level of moral development.

Which of the following terms refers to an extra-large customer that generates significantly more revenue for a salesperson than other customers?

Reciprocity occurs when Mario trades a load of firewood for an oil change for his Toyota Tacoma.

"I don't care what the boss said. It's wrong and I'm not going to do it. If I get fired, then that's just the way it'll have to be." The salesperson who just made this statement to a co-worker is apparently working at the ________ level of moral development.

Based on levels of moral development, a professional salesperson is in the minority among sales personnel.

A cooling-off law:

Imagine you sell automobiles. Develop a statement that is clearly an example of puffery. Develop a statement that could be interpreted as misrepresentation. What conditions would make this assignment easier?

If a manufacturer requires that its wholesalers and retailers buy merchandise only from it, the contract is a(n) ________ contract.

The Core Principles of Professional Selling require people whose personal character is at level 2.

Edna Wallace is a little worried concerning all the talk she has heard recently about lawsuits due to misrepresentation and breach of warranty. To help her "stay legal," her sales manager should advise her to do all of the following EXCEPT:

What is reciprocity?

All of the following statements, if made by a salesperson, could have legally actionable consequences if the statement were incorrect EXCEPT:

What are the two major influences on the ethical behavior of sales personnel?

Cooling-off laws apply only to:

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

Filters

Exam 2: Ethics First -Then Customer Relationships

Which of the following statements, if false, would most likely have legal consequences?

A computer dealer induced a finance company to enter into a hire-purchase agreement by contributing false information about the amount of deposit paid by the customer unknowingly, who later defaulted and sold the computer to a third party. This is an example of:

Sales representatives at the preconventional moral development level would most likely be unconcerned about lying to customers if getting caught was unlikely.

Most sales people operate at the conventional level of moral development.

Which of the following terms refers to an extra-large customer that generates significantly more revenue for a salesperson than other customers?

Reciprocity occurs when Mario trades a load of firewood for an oil change for his Toyota Tacoma.

"I don't care what the boss said. It's wrong and I'm not going to do it. If I get fired, then that's just the way it'll have to be." The salesperson who just made this statement to a co-worker is apparently working at the ________ level of moral development.

Based on levels of moral development, a professional salesperson is in the minority among sales personnel.

A cooling-off law:

Imagine you sell automobiles. Develop a statement that is clearly an example of puffery. Develop a statement that could be interpreted as misrepresentation. What conditions would make this assignment easier?

If a manufacturer requires that its wholesalers and retailers buy merchandise only from it, the contract is a(n) ________ contract.

The Core Principles of Professional Selling require people whose personal character is at level 2.

Edna Wallace is a little worried concerning all the talk she has heard recently about lawsuits due to misrepresentation and breach of warranty. To help her "stay legal," her sales manager should advise her to do all of the following EXCEPT:

What is reciprocity?

All of the following statements, if made by a salesperson, could have legally actionable consequences if the statement were incorrect EXCEPT:

What are the two major influences on the ethical behavior of sales personnel?

Cooling-off laws apply only to:

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

Filters