Question 1

Which of the following statements about misrepresentation is false?

Accepted Answer

A)  When salespeople loosely describe their goods or services in glowing terms, those statements cannot be relied upon by the potential buyer. 
B)  Courts tend to favor salespersons in misrepresentation cases when the customer lacks product knowledge. 
C)  When a salesperson makes claims of a "factual nature" regarding a service's inherent capabilities, the law treats these comments as statements of fact and warranties. 
D)  A salesperson's opinion of the quality of the product being sold is known as sales puffery and is not legally actionable. 
E)  To "stay legal" a salesperson needs to understand the difference between general statements of praise and statements of fact. 
A)  When salespeople loosely describe their goods or services in glowing terms, those statements cannot be relied upon by the potential buyer. 
B)  Courts tend to favor salespersons in misrepresentation cases when the customer lacks product knowledge. 
C)  When a salesperson makes claims of a "factual nature" regarding a service's inherent capabilities, the law treats these comments as statements of fact and warranties. 
D)  A salesperson's opinion of the quality of the product being sold is known as sales puffery and is not legally actionable. 
E)  To "stay legal" a salesperson needs to understand the difference between general statements of praise and statements of fact.

Question 2

According to the text, modern corporations seek salespeople with all of the following characteristics EXCEPT:

Accepted Answer

A)  character 
B)  integrity 
C)  synergy 
D)  values 
E)  trust 
A)  character 
B)  integrity 
C)  synergy 
D)  values 
E)  trust

Question 3

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. After Glenda promises a potential customer that a new office arrangement will increase productivity by 50%, the customer signs a contract with Innovative Installers for the furniture and service. However, Glenda made this assertion without any valid data as support. Glenda could possibly be guilty of:

Accepted Answer

A)  misrepresentation. 
B)  bribery. 
C)  reciprocity. 
D)  exclusive dealership. 
E)  sales restrictions. 
A)  misrepresentation. 
B)  bribery. 
C)  reciprocity. 
D)  exclusive dealership. 
E)  sales restrictions.

Question 4

While buying some land, Mike asked the seller's solicitor if there were any restrictive covenants on the land; the solicitor said he did not know of any. What the solicitor failed to mention was that he had not bothered to read the documents. This failure on the part of the solicitor to disclose the state of affairs to Mike amounts to:

Accepted Answer

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

Question 5

The most often misused company assets are automobiles, expense accounts, samples, and damaged-merchandise credits.

Accepted Answer

A) True 
 B)False

Question 6

What factors shape a person's belief system?

Accepted Answer

Personality, religious backgro

Question 7

According to the text, your conscience is usually not the best guide for making moral and ethical decisions because it:

Accepted Answer

A)  is at the conventional level 
B)  remains too stationary 
C)  changes based on the situation 
D)  is too distant from the circumstances 
E)  relies on conflicting belief systems 
A)  is at the conventional level 
B)  remains too stationary 
C)  changes based on the situation 
D)  is too distant from the circumstances 
E)  relies on conflicting belief systems

Question 8

Harold Williams was the Managing Director of Web Power, which was being merged with another company. He raised concerns that false invoices were being used to support the merger proposal. He was dismissed from the company unfairly for indulging in:

Accepted Answer

A)  breach of trust. 
B)  intelligence gathering. 
C)  tattling. 
D)  whistle-blowing. 
E)  fact-finding. 
A)  breach of trust. 
B)  intelligence gathering. 
C)  tattling. 
D)  whistle-blowing. 
E)  fact-finding.

Question 9

Individuals at the principled moral level base ethical decisions on laws and consequences.

Accepted Answer

A) True 
 B)False

Question 10

Durham Building Supplies requires anyone who wants to use its product to purchase only from it; this contractual arrangement is called an exclusive dealership.

Accepted Answer

A) True 
 B)False

Question 11

Multiple world religions adhere to the Core Principles.

Accepted Answer

A) True 
 B)False

Question 12

What is the single most important factor in improving the climate for ethical behavior in a sales force?

Accepted Answer

The action

Question 13

All of the following are involved in the majority of sales people's ethical issues EXCEPT:

Accepted Answer

A)  co-workers. 
B)  managers. 
C)  customers. 
D)  friends. 
E)  employers. 
A)  co-workers. 
B)  managers. 
C)  customers. 
D)  friends. 
E)  employers.

Question 14

Sheridan decides to buy his first car. The car salesperson promises to arrange a car loan for him if he also purchases the auto insurance. This is a classic example of:

Accepted Answer

A)  misrepresentation. 
B)  reciprocal selling. 
C)  a Green River dealership. 
D)  discriminatory selling. 
E)  a tie-in sale. 
A)  misrepresentation. 
B)  reciprocal selling. 
C)  a Green River dealership. 
D)  discriminatory selling. 
E)  a tie-in sale.

Question 15

What law protects customers from price discrimination?

Accepted Answer

The Robins

Question 16

What is an ethics ombudsperson?

Accepted Answer

An ethics ombudsperson is an o

Question 17

An ethical sales manager should set realistic and obtainable goals.

Accepted Answer

A) True 
 B)False

Question 18

The ethical behavior of an employee is influenced by managers, co-workers, and the organization.

Accepted Answer

A) True 
 B)False

Question 19

If the concept of ethics is so easy to understand, why do ethical dilemmas occur so frequently?

Accepted Answer

Ethics set standards as to what is good

Question 20

Which of the following sales personnel activities is considered ethically acceptable behavior?

Accepted Answer

A)  Splitting commissions with fellow employees to win a sales contest. 
B)  Taking the family to Disneyworld and writing it off on the expense account. 
C)  Attending a college course on company time. 
D)  Attending college in the evening but taking an afternoon off to prepare for class. 
E)  Giving a $10 dollar gift to a $10,000 customer. 
A)  Splitting commissions with fellow employees to win a sales contest. 
B)  Taking the family to Disneyworld and writing it off on the expense account. 
C)  Attending a college course on company time. 
D)  Attending college in the evening but taking an afternoon off to prepare for class. 
E)  Giving a $10 dollar gift to a $10,000 customer.

Which of the following statements about misrepresentation is false?

According to the text, modern corporations seek salespeople with all of the following characteristics EXCEPT:

The most often misused company assets are automobiles, expense accounts, samples, and damaged-merchandise credits.

What factors shape a person's belief system?

According to the text, your conscience is usually not the best guide for making moral and ethical decisions because it:

Harold Williams was the Managing Director of Web Power, which was being merged with another company. He raised concerns that false invoices were being used to support the merger proposal. He was dismissed from the company unfairly for indulging in:

Individuals at the principled moral level base ethical decisions on laws and consequences.

Durham Building Supplies requires anyone who wants to use its product to purchase only from it; this contractual arrangement is called an exclusive dealership.

Multiple world religions adhere to the Core Principles.

What is the single most important factor in improving the climate for ethical behavior in a sales force?

All of the following are involved in the majority of sales people's ethical issues EXCEPT:

Sheridan decides to buy his first car. The car salesperson promises to arrange a car loan for him if he also purchases the auto insurance. This is a classic example of:

What law protects customers from price discrimination?

What is an ethics ombudsperson?

An ethical sales manager should set realistic and obtainable goals.

The ethical behavior of an employee is influenced by managers, co-workers, and the organization.

If the concept of ethics is so easy to understand, why do ethical dilemmas occur so frequently?

Which of the following sales personnel activities is considered ethically acceptable behavior?

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 about misrepresentation is false?

According to the text, modern corporations seek salespeople with all of the following characteristics EXCEPT:

The most often misused company assets are automobiles, expense accounts, samples, and damaged-merchandise credits.

What factors shape a person's belief system?

According to the text, your conscience is usually not the best guide for making moral and ethical decisions because it:

Harold Williams was the Managing Director of Web Power, which was being merged with another company. He raised concerns that false invoices were being used to support the merger proposal. He was dismissed from the company unfairly for indulging in:

Individuals at the principled moral level base ethical decisions on laws and consequences.

Durham Building Supplies requires anyone who wants to use its product to purchase only from it; this contractual arrangement is called an exclusive dealership.

Multiple world religions adhere to the Core Principles.

What is the single most important factor in improving the climate for ethical behavior in a sales force?

All of the following are involved in the majority of sales people's ethical issues EXCEPT:

Sheridan decides to buy his first car. The car salesperson promises to arrange a car loan for him if he also purchases the auto insurance. This is a classic example of:

What law protects customers from price discrimination?

What is an ethics ombudsperson?

An ethical sales manager should set realistic and obtainable goals.

The ethical behavior of an employee is influenced by managers, co-workers, and the organization.

If the concept of ethics is so easy to understand, why do ethical dilemmas occur so frequently?

Which of the following sales personnel activities is considered ethically acceptable behavior?

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