Question 1

Which of the following factors has the LEAST influence on an individual's core belief system?

Accepted Answer

A)  physical appearance 
B)  religious background 
C)  family upbringing 
D)  life experiences 
E)  personality 
A)  physical appearance 
B)  religious background 
C)  family upbringing 
D)  life experiences 
E)  personality

Question 2

According to the text, a(n) ________ refers to something that provides the correct action to take in any situation and never gets tailored to fit a situation.

Accepted Answer

A)  ethical continuum 
B)  situational compass 
C)  ethical talisman 
D)  fixed point of reference 
E)  situational barometer 
A)  ethical continuum 
B)  situational compass 
C)  ethical talisman 
D)  fixed point of reference 
E)  situational barometer

Question 3

Which of the following is the underlying focus of the Core Principles of Professional Selling?

Accepted Answer

A)  Respecting the dignity of individuals 
B)  Showing fairness with competitors 
C)  Being conscientious at all times 
D)  Showing trustworthiness 
E)  Recognizing good deeds 
A)  Respecting the dignity of individuals 
B)  Showing fairness with competitors 
C)  Being conscientious at all times 
D)  Showing trustworthiness 
E)  Recognizing good deeds

Question 4

Which of the following is LEAST likely one of the ethical issues faced by most sales managers?

Accepted Answer

A)  Employee rights 
B)  Sales territories 
C)  Sales pressure 
D)  Benefits flexibility 
E)  Personnel substance abuse 
A)  Employee rights 
B)  Sales territories 
C)  Sales pressure 
D)  Benefits flexibility 
E)  Personnel substance abuse

Question 5

Integrity, trust, and character are the building blocks of a professional salesperson's values.

Accepted Answer

A) True 
 B)False

Question 6

It is easy to distinguish between a gift and a bribe.

Accepted Answer

A) True 
 B)False

Question 7

Most federal laws regarding personnel files are directed at:

Accepted Answer

A)  large corporations. 
B)  private firms. 
C)  government employers. 
D)  small businesses. 
E)  publicly-traded companies. 
A)  large corporations. 
B)  private firms. 
C)  government employers. 
D)  small businesses. 
E)  publicly-traded companies.

Question 8

Although several federal laws influence record keeping, they are primarily directed at private employers.

Accepted Answer

A) True 
 B)False

Question 9

________ are the codes of moral principles and values that govern the behaviors of a person or a group with respect to what is wrong.

Accepted Answer

A)  Laws 
B)  Ethics 
C)  Principled heuristics 
D)  Sociocultural norms 
E)  Governing norms 
A)  Laws 
B)  Ethics 
C)  Principled heuristics 
D)  Sociocultural norms 
E)  Governing norms

Question 10

What are the two types of codes of ethics?

Accepted Answer

Principle-based stat

Question 11

Fostering a climate that encourages ethical behavior by the sales force requires management to do all of the following EXCEPT:

Accepted Answer

A)  establish an ethics committee. 
B)  ensure that top management behaves ethically. 
C)  discipline wrongdoers. 
D)  formally discourage "whistle-blowing." 
E)  establish control systems. 
A)  establish an ethics committee. 
B)  ensure that top management behaves ethically. 
C)  discipline wrongdoers. 
D)  formally discourage "whistle-blowing." 
E)  establish control systems.

Question 12

When the salesperson says to the new prospective customer, "I believe my company sells the best mattresses and that you can't find any better," it is an example of:

Accepted Answer

A)  sales puffery. 
B)  an illegal act. 
C)  a statement of fact. 
D)  price discrimination. 
E)  a breach of warranty. 
A)  sales puffery. 
B)  an illegal act. 
C)  a statement of fact. 
D)  price discrimination. 
E)  a breach of warranty.

Question 13

Linda Moore is a commission salesperson whose territory for the last nine years has been the entire state of Virginia. Through hard work she has greatly increased her company's business in the region. Now her manager has decided to split the state into two territories. Moore can most likely expect to:

Accepted Answer

A)  receive additional key accounts. 
B)  earn more sales revenue. 
C)  earn less sales revenue. 
D)  gain more customers. 
E)  be fired from her job. 
A)  receive additional key accounts. 
B)  earn more sales revenue. 
C)  earn less sales revenue. 
D)  gain more customers. 
E)  be fired from her job.

Question 14

At the preconventional moral development level, an individual conforms to the expectations of others.

Accepted Answer

A) True 
 B)False

Question 15

A Green River ordinance states that:

Accepted Answer

A)  door-to-door sales are illegal unless being made for nonprofit organizations like schools and Girl Scouts. 
B)  door-to-door salespersons who are not residents of the city in which they do business must purchase sales licenses. 
C)  all persons selling directly to consumers must pay a bond. 
D)  door-to-door sales are not allowed within city limits. 
E)  all salespeople in a city must obtain a sales license. 
A)  door-to-door sales are illegal unless being made for nonprofit organizations like schools and Girl Scouts. 
B)  door-to-door salespersons who are not residents of the city in which they do business must purchase sales licenses. 
C)  all persons selling directly to consumers must pay a bond. 
D)  door-to-door sales are not allowed within city limits. 
E)  all salespeople in a city must obtain a sales license.

Question 16

Cooperative acceptance means that employees cannot be discriminated against in employment practices and they have the right to be free of sexual and racial harassment.

Accepted Answer

A) True 
 B)False

Question 17

Which term refers to the adherence to a strict ethical and moral code?

Accepted Answer

A)  humility 
B)  courage 
C)  sincerity 
D)  honesty 
E)  integrity 
A)  humility 
B)  courage 
C)  sincerity 
D)  honesty 
E)  integrity

Question 18

In Turkey, a salesperson wants to sell a block of 75 symphony tickets to an Armenian senior citizen center to hand out to its members. If he can sell these remaining tickets, he will receive a $500 bonus. When the center director asks him if there will be adequate security at the event, the Turk assures her the arena has doubled its security force for the event even though no special security arrangements have been made in spite of recent threats made against Armenians. The Turkish salesperson is most likely functioning at the ________ stage of moral development.

Accepted Answer

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

Question 19

According to surveys, which of the following statements about how managers view sales ethics is true?

Accepted Answer

A)  Sales goals force managers to act even more ethically than they ordinarily would 
B)  Some sales managers lower their ethical standards to meet job goals 
C)  Few managers feel that they face ethical problems in the workplace 
D)  Most managers are unaware of any unethical behavior in their industry 
E)  Most managers feel that they and their employees are operating as ethically as possible 
A)  Sales goals force managers to act even more ethically than they ordinarily would 
B)  Some sales managers lower their ethical standards to meet job goals 
C)  Few managers feel that they face ethical problems in the workplace 
D)  Most managers are unaware of any unethical behavior in their industry 
E)  Most managers feel that they and their employees are operating as ethically as possible

Question 20

A salesperson who exaggerates about product capabilities may be guilty of misrepresentation.

Accepted Answer

A) True 
 B)False

Which of the following factors has the LEAST influence on an individual's core belief system?

According to the text, a(n) ________ refers to something that provides the correct action to take in any situation and never gets tailored to fit a situation.

Which of the following is the underlying focus of the Core Principles of Professional Selling?

Which of the following is LEAST likely one of the ethical issues faced by most sales managers?

Integrity, trust, and character are the building blocks of a professional salesperson's values.

It is easy to distinguish between a gift and a bribe.

Most federal laws regarding personnel files are directed at:

Although several federal laws influence record keeping, they are primarily directed at private employers.

________ are the codes of moral principles and values that govern the behaviors of a person or a group with respect to what is wrong.

What are the two types of codes of ethics?

Fostering a climate that encourages ethical behavior by the sales force requires management to do all of the following EXCEPT:

When the salesperson says to the new prospective customer, "I believe my company sells the best mattresses and that you can't find any better," it is an example of:

At the preconventional moral development level, an individual conforms to the expectations of others.

A Green River ordinance states that:

Cooperative acceptance means that employees cannot be discriminated against in employment practices and they have the right to be free of sexual and racial harassment.

Which term refers to the adherence to a strict ethical and moral code?

According to surveys, which of the following statements about how managers view sales ethics is true?

A salesperson who exaggerates about product capabilities may be guilty of misrepresentation.

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 factors has the LEAST influence on an individual's core belief system?

According to the text, a(n) ________ refers to something that provides the correct action to take in any situation and never gets tailored to fit a situation.

Which of the following is the underlying focus of the Core Principles of Professional Selling?

Which of the following is LEAST likely one of the ethical issues faced by most sales managers?

Integrity, trust, and character are the building blocks of a professional salesperson's values.

It is easy to distinguish between a gift and a bribe.

Most federal laws regarding personnel files are directed at:

Although several federal laws influence record keeping, they are primarily directed at private employers.

________ are the codes of moral principles and values that govern the behaviors of a person or a group with respect to what is wrong.

What are the two types of codes of ethics?

Fostering a climate that encourages ethical behavior by the sales force requires management to do all of the following EXCEPT:

When the salesperson says to the new prospective customer, "I believe my company sells the best mattresses and that you can't find any better," it is an example of:

At the preconventional moral development level, an individual conforms to the expectations of others.

A Green River ordinance states that:

Cooperative acceptance means that employees cannot be discriminated against in employment practices and they have the right to be free of sexual and racial harassment.

Which term refers to the adherence to a strict ethical and moral code?

According to surveys, which of the following statements about how managers view sales ethics is true?

A salesperson who exaggerates about product capabilities may be guilty of misrepresentation.

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