Question 1

Under current U.S. laws regarding termination-at-will, it is illegal to terminate an employee for:

Accepted Answer

A)  excessive absenteeism. 
B)  poor organizational citizenship. 
C)  unsatisfactory performance. 
D)  unsafe conduct. 
E)  union activities. 
A)  excessive absenteeism. 
B)  poor organizational citizenship. 
C)  unsatisfactory performance. 
D)  unsafe conduct. 
E)  union activities.

Question 2

What steps can a company take to ensure that it maintains an ethical environment?

Accepted Answer

Managers must take active steps to ensur

Question 3

An act of sexual harassment violates a victim's civil rights if it is unwelcome and "sufficiently severe" and ________.

Accepted Answer

A)  Creates abusive working environment 
B)  Sets unfair labor standards 
C)  Interferes with employees' privacy 
D)  Empowers only selected few employees 
E)  Creates role ambiguity for employees 
A)  Creates abusive working environment 
B)  Sets unfair labor standards 
C)  Interferes with employees' privacy 
D)  Empowers only selected few employees 
E)  Creates role ambiguity for employees

Question 4

Most salespeople operate at what level of moral development?

Accepted Answer

A)  Consensual 
B)  Principled 
C)  Conventional 
D)  Discretionary 
E)  Responsive 
A)  Consensual 
B)  Principled 
C)  Conventional 
D)  Discretionary 
E)  Responsive

Question 5

Regardless of whether a buyer is knowledgeable about a product or not, he/she does not have a duty to look beyond the assertions of a salesperson and investigate the product individually.

Accepted Answer

A) True 
 B)False

Question 6

All employees who observe or become aware of criminal practices or unethical behavior should be encouraged to report the incident to their superiors, to a higher level of management, or to an appropriate unit of the organization. This reporting process is called:

Accepted Answer

A)  reciprocating. 
B)  tattling. 
C)  intelligence gathering. 
D)  whistle-blowing. 
E)  fact-finding. 
A)  reciprocating. 
B)  tattling. 
C)  intelligence gathering. 
D)  whistle-blowing. 
E)  fact-finding.

Question 7

All of the following are employer benefits of respecting employee rights EXCEPT:

Accepted Answer

A)  creating a positive work environment. 
B)  reducing employee turnover. 
C)  attracting good employees. 
D)  reducing legal fees and fines. 
E)  minimizing union control. 
A)  creating a positive work environment. 
B)  reducing employee turnover. 
C)  attracting good employees. 
D)  reducing legal fees and fines. 
E)  minimizing union control.

Question 8

Suzanne, a sales representative at MedEx, a pharmaceutical firm, was being sexually harassed by her manager, Phil. After Suzanne refused to submit to Phil's advances, he threatened to fire her. Suzanne can most likely sue MedEx based on which type of sexual harassment?

Accepted Answer

A)  Hostile environment 
B)  Cooperative acceptance 
C)  De facto termination 
D)  Quid pro quo 
E)  Employment-at-will 
A)  Hostile environment 
B)  Cooperative acceptance 
C)  De facto termination 
D)  Quid pro quo 
E)  Employment-at-will

Question 9

An ethics committee is typically:

Accepted Answer

A)  composed of employees from all functional areas and managerial levels. 
B)  a nonessential organization in multinational corporations. 
C)  assigned the task of writing employee handbooks. 
D)  responsible for disciplining wrongdoers. 
E)  charged with eliminating ethical dilemmas. 
A)  composed of employees from all functional areas and managerial levels. 
B)  a nonessential organization in multinational corporations. 
C)  assigned the task of writing employee handbooks. 
D)  responsible for disciplining wrongdoers. 
E)  charged with eliminating ethical dilemmas.

Question 10

Which of the following statements about employee rights is true?

Accepted Answer

A)  Employee rights are based on what the employer deems is fair and equitable. 
B)  The terminate-at-will rule first came about during a 1940 court case. 
C)  Cooperative acceptance is an employee right referring to fair treatment. 
D)  Privacy is only an employee right with private firms not public entities. 
E)  Reciprocity is an employee right guaranteed by federal laws. 
A)  Employee rights are based on what the employer deems is fair and equitable. 
B)  The terminate-at-will rule first came about during a 1940 court case. 
C)  Cooperative acceptance is an employee right referring to fair treatment. 
D)  Privacy is only an employee right with private firms not public entities. 
E)  Reciprocity is an employee right guaranteed by federal laws.

Question 11

According to the text, businesses use the ________ to serve as a universal, practical, and helpful standard for businesspeople.

Accepted Answer

A)  Hindu Mahabharata 
B)  sayings of Confucius 
C)  Core Principles of Professional Selling 
D)  Beatitudes 
E)  Torah 
A)  Hindu Mahabharata 
B)  sayings of Confucius 
C)  Core Principles of Professional Selling 
D)  Beatitudes 
E)  Torah

Question 12

According to the text, a ________ would tell Rob Loughton he should return the stolen competitive information to its owner without examining it even though the information would more than likely result in a large commission for Loughton.

Accepted Answer

A)  fixed point of reference 
B)  frame of conventional reference 
C)  compass point 
D)  moral sextant 
E)  directional code of ethics 
A)  fixed point of reference 
B)  frame of conventional reference 
C)  compass point 
D)  moral sextant 
E)  directional code of ethics

Question 13

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. Glenda is meeting with an Office Pro store manager. Office Pro is interested in purchasing a line of Innovative Installers' desks to sell in the Office Pro retail stores. Glenda tells the Office Pro manager that she has a limited supply of the desks; however, she can obtain more desks if Office Pro also purchases desk chairs. Glenda is most likely guilty of:

Accepted Answer

A)  establishing unfair sales restrictions. 
B)  practicing price discrimination. 
C)  setting an exclusive dealership. 
D)  encouraging a tie-in sale. 
E)  requiring reciprocity. 
A)  establishing unfair sales restrictions. 
B)  practicing price discrimination. 
C)  setting an exclusive dealership. 
D)  encouraging a tie-in sale. 
E)  requiring reciprocity.

Question 14

Which term refers to the different beliefs people have about the world?

Accepted Answer

A)  Multiculturalism 
B)  Social morals 
C)  World ethics 
D)  Worldview 
E)  Citizenship 
A)  Multiculturalism 
B)  Social morals 
C)  World ethics 
D)  Worldview 
E)  Citizenship

Question 15

At what level of moral development do most people operate?

Accepted Answer

The conven

Question 16

Which term refers to the rights desired by employees regarding their job security and treatment by employers?

Accepted Answer

A)  Cultural acceptance 
B)  Human rights 
C)  Affirmative action 
D)  Employee rights 
E)  Workers' compensation 
A)  Cultural acceptance 
B)  Human rights 
C)  Affirmative action 
D)  Employee rights 
E)  Workers' compensation

Question 17

What are some common ethical situations that occur between salespeople and customers? What control systems can an employer implement to create an ethical sales climate?

Accepted Answer

Some common problems sales personnel fac

Question 18

On the job, Gary acts purely in his own best interests. He follows the company's rules only to avoid being fired. At what level of moral development is Gary functioning?

Accepted Answer

A)  Principled 
B)  Consensual 
C)  Conventional 
D)  Discretionary 
E)  Preconventional 
A)  Principled 
B)  Consensual 
C)  Conventional 
D)  Discretionary 
E)  Preconventional

Question 19

Which of the following corporate actions would LEAST likely prevent racial and sexual harassment?

Accepted Answer

A)  Getting the active support of top management in preventing workplace harassment 
B)  Establishing compensation policies that reward anti-harassment behavior 
C)  Establishing harassment grievance procedures 
D)  Providing anti-harassment training to employees 
E)  Eliminating cooperative acceptance 
A)  Getting the active support of top management in preventing workplace harassment 
B)  Establishing compensation policies that reward anti-harassment behavior 
C)  Establishing harassment grievance procedures 
D)  Providing anti-harassment training to employees 
E)  Eliminating cooperative acceptance

Question 20

Which of the following statements about ethical dilemmas is true?

Accepted Answer

A)  Ethical dilemmas occur because many ethical standards are not classified. 
B)  Friends and family are never the cause of an ethical dilemma. 
C)  Cultural differences are never the source of ethical dilemmas. 
D)  Ethical dilemmas occur when right and wrong are clearly identified. 
E)  Ethical dilemmas are rare when the available choices all have unethical elements. 
A)  Ethical dilemmas occur because many ethical standards are not classified. 
B)  Friends and family are never the cause of an ethical dilemma. 
C)  Cultural differences are never the source of ethical dilemmas. 
D)  Ethical dilemmas occur when right and wrong are clearly identified. 
E)  Ethical dilemmas are rare when the available choices all have unethical elements.

Under current U.S. laws regarding termination-at-will, it is illegal to terminate an employee for:

What steps can a company take to ensure that it maintains an ethical environment?

An act of sexual harassment violates a victim's civil rights if it is unwelcome and "sufficiently severe" and ________.

Most salespeople operate at what level of moral development?

Regardless of whether a buyer is knowledgeable about a product or not, he/she does not have a duty to look beyond the assertions of a salesperson and investigate the product individually.

All employees who observe or become aware of criminal practices or unethical behavior should be encouraged to report the incident to their superiors, to a higher level of management, or to an appropriate unit of the organization. This reporting process is called:

All of the following are employer benefits of respecting employee rights EXCEPT:

Suzanne, a sales representative at MedEx, a pharmaceutical firm, was being sexually harassed by her manager, Phil. After Suzanne refused to submit to Phil's advances, he threatened to fire her. Suzanne can most likely sue MedEx based on which type of sexual harassment?

An ethics committee is typically:

Which of the following statements about employee rights is true?

According to the text, businesses use the ________ to serve as a universal, practical, and helpful standard for businesspeople.

According to the text, a ________ would tell Rob Loughton he should return the stolen competitive information to its owner without examining it even though the information would more than likely result in a large commission for Loughton.

Which term refers to the different beliefs people have about the world?

At what level of moral development do most people operate?

Which term refers to the rights desired by employees regarding their job security and treatment by employers?

What are some common ethical situations that occur between salespeople and customers? What control systems can an employer implement to create an ethical sales climate?

On the job, Gary acts purely in his own best interests. He follows the company's rules only to avoid being fired. At what level of moral development is Gary functioning?

Which of the following corporate actions would LEAST likely prevent racial and sexual harassment?

Which of the following statements about ethical dilemmas is true?

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

Under current U.S. laws regarding termination-at-will, it is illegal to terminate an employee for:

What steps can a company take to ensure that it maintains an ethical environment?

An act of sexual harassment violates a victim's civil rights if it is unwelcome and "sufficiently severe" and ________.

Most salespeople operate at what level of moral development?

Regardless of whether a buyer is knowledgeable about a product or not, he/she does not have a duty to look beyond the assertions of a salesperson and investigate the product individually.

All employees who observe or become aware of criminal practices or unethical behavior should be encouraged to report the incident to their superiors, to a higher level of management, or to an appropriate unit of the organization. This reporting process is called:

All of the following are employer benefits of respecting employee rights EXCEPT:

Suzanne, a sales representative at MedEx, a pharmaceutical firm, was being sexually harassed by her manager, Phil. After Suzanne refused to submit to Phil's advances, he threatened to fire her. Suzanne can most likely sue MedEx based on which type of sexual harassment?

An ethics committee is typically:

Which of the following statements about employee rights is true?

According to the text, businesses use the ________ to serve as a universal, practical, and helpful standard for businesspeople.

According to the text, a ________ would tell Rob Loughton he should return the stolen competitive information to its owner without examining it even though the information would more than likely result in a large commission for Loughton.

Which term refers to the different beliefs people have about the world?

At what level of moral development do most people operate?

Which term refers to the rights desired by employees regarding their job security and treatment by employers?

What are some common ethical situations that occur between salespeople and customers? What control systems can an employer implement to create an ethical sales climate?

On the job, Gary acts purely in his own best interests. He follows the company's rules only to avoid being fired. At what level of moral development is Gary functioning?

Which of the following corporate actions would LEAST likely prevent racial and sexual harassment?

Which of the following statements about ethical dilemmas is true?

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