Question 1

The Consumer Credit Protection Act is designed to protect consumers from false statements by salespeople about a product or service.

Accepted Answer

A) True 
 B)False

Question 2

With morality being based on a group consensus the problem is:

Accepted Answer

A)  lack of leadership. 
B)  Machiavellianism. 
C)  the majority can be wrong. 
D)  profits may suffer. 
E)  none of the above. 
A)  lack of leadership. 
B)  Machiavellianism. 
C)  the majority can be wrong. 
D)  profits may suffer. 
E)  none of the above.

Question 3

You are the sales manager of WGASA Corp. and are concerned about "Big Pete" Burke, who used to be one of the star members of your sales force. You have the following facts: 1() "Big Pete" had an excellent sales record, and you're having trouble finding good replacements for salespeople who leave.
2() Burke's excessive cocaine use is preventing him, a potentially good salesperson, from performing up to standard.
3() "Big Pete's" drug use is hurting AMAP sales and the situation must be corrected.
Which of the following is/are your optimal ethical choices?

Accepted Answer

A)  Cover for Burke and write letters of recommendation to get him transferred to another division. 
B)  Send "Big Pete" to a detoxification center for treatment and rehabilitation. On returning, Burke would presumably be able to perform at his former high level. 
C)  Place a sales trainee in Burke's territory and let them compete to see who could produce the most sales. The one who survives the test would keep the territory. 
D)  Ignore the problem and hope that "Big Pete" will make up the deficiency without outside interference or unnecessary prodding. 
E)  none of the above. 
A)  Cover for Burke and write letters of recommendation to get him transferred to another division. 
B)  Send "Big Pete" to a detoxification center for treatment and rehabilitation. On returning, Burke would presumably be able to perform at his former high level. 
C)  Place a sales trainee in Burke's territory and let them compete to see who could produce the most sales. The one who survives the test would keep the territory. 
D)  Ignore the problem and hope that "Big Pete" will make up the deficiency without outside interference or unnecessary prodding. 
E)  none of the above.

Question 4

When Joe, the regional sales manager at a medium-sized packaged goods company, made his decision to fire a salesperson because he felt the salesperson was not earning the highest profits possible given the potential of the territory, Joe was using which moral philosophy?

Accepted Answer

A)  Shareholder view. 
B)  Stakeholder view. 
C)  Back door politics. 
D)  Work place etiquette. 
E)  Implied responsibility. 
A)  Shareholder view. 
B)  Stakeholder view. 
C)  Back door politics. 
D)  Work place etiquette. 
E)  Implied responsibility.

Question 5

Someday you may have to establish a code of ethics to keep your sales force on the "straight and narrow." The first step, of course, is to get assurance from your board chairman and your president that they expect you to follow both the letter and the spirit of the law. Which of the following is/are another important step(s) for you to take?

Accepted Answer

A)  set realistic sales goals 
B)  blow the whistle when you must 
C)  set the proper moral climate 
D)  all of the above 
E)  both a and c of the above 
A)  set realistic sales goals 
B)  blow the whistle when you must 
C)  set the proper moral climate 
D)  all of the above 
E)  both a and c of the above

Question 6

One of the best ways to install a sense of morality within salespeople:

Accepted Answer

A)  build a sales ethics program within the company. 
B)  have then read a book by Charles Darwin. 
C)  threaten to use drug testing. 
D)  install one-way mirrors where appropriate. 
E)  c and d of the above. 
A)  build a sales ethics program within the company. 
B)  have then read a book by Charles Darwin. 
C)  threaten to use drug testing. 
D)  install one-way mirrors where appropriate. 
E)  c and d of the above.

Question 7

General values and norms of society can affect managerial decisions.

Accepted Answer

A) True 
 B)False

Question 8

It is perfectly legal to set your company's own hiring practices.

Accepted Answer

A) True 
 B)False

Question 9

The quote, "Following the path of least resistance is what makes people and rivers crooked," might be referring to:

Accepted Answer

A)  whistleblowing. 
B)  bribery. 
C)  sabotaging competitive plans. 
D)  withholding information. 
E)  none of the above. 
A)  whistleblowing. 
B)  bribery. 
C)  sabotaging competitive plans. 
D)  withholding information. 
E)  none of the above.

Question 10

The problem for whistle blowers is that by speaking up they violate role morality.

Accepted Answer

A) True 
 B)False

Question 11

The first step in attempting to arrive at a decision for a moral problem is to:

Accepted Answer

A)  create alternative solutions. 
B)  write down your recommendation. 
C)  assemble the facts. 
D)  conduct in-depth analysis. 
E)  recognize the dilemma. 
A)  create alternative solutions. 
B)  write down your recommendation. 
C)  assemble the facts. 
D)  conduct in-depth analysis. 
E)  recognize the dilemma.

Question 12

You decide it is time to develop a sales ethics program because of some rumors you had heard about some salespeople on you staff. All of the following are directly relevant in building a sales ethics program except:

Accepted Answer

A)  setting reasonable goals for salespeople. 
B)  encouraging salespeople to ask for assistance. 
C)  avoiding top management input since they don't deal with salesperson issues 
D)  having highly ethical people in top management positions. 
E)  building a sales ethics policy statement. 
A)  setting reasonable goals for salespeople. 
B)  encouraging salespeople to ask for assistance. 
C)  avoiding top management input since they don't deal with salesperson issues 
D)  having highly ethical people in top management positions. 
E)  building a sales ethics policy statement.

Question 13

The Magnuson-Moss Warranty Act allow salespeople to sell replacement components from the salesperson's firm at whatever price is deemed fair by the salesperson.

Accepted Answer

A) True 
 B)False

Question 14

Conventional morality can be expressed as "When in Rome, do as the Romans do."

Accepted Answer

A) True 
 B)False

Question 15

According to the text ethical decisions by managers are a function of:

Accepted Answer

A)  The relationship between the company's values and the manager's values. 
B)  The goals and ethical standards of business corporations. 
C)  The general values and norms of society. 
D)  All of the above will impact managerial decision making. 
A)  The relationship between the company's values and the manager's values. 
B)  The goals and ethical standards of business corporations. 
C)  The general values and norms of society. 
D)  All of the above will impact managerial decision making.

Question 16

Which of the following can pose ethical problems for a sales manager?

Accepted Answer

A)  giving recommendations for former employees who performed below average 
B)  hiring salespeople from competitors 
C)  hiring relative of current employees when these relatives are possibly unqualified for the job 
D)  all of the above 
A)  giving recommendations for former employees who performed below average 
B)  hiring salespeople from competitors 
C)  hiring relative of current employees when these relatives are possibly unqualified for the job 
D)  all of the above

Question 17

The ethical dilemma surrounding house accounts is based upon which of the following facts?

Accepted Answer

A)  House accounts often generate high commission income. 
B)  House accounts generally require less servicing. 
C)  Transferring the house account will certainly be viewed as unfair by the representative losing the account. 
D)  a and c of the above. 
E)  b and c of the above. 
A)  House accounts often generate high commission income. 
B)  House accounts generally require less servicing. 
C)  Transferring the house account will certainly be viewed as unfair by the representative losing the account. 
D)  a and c of the above. 
E)  b and c of the above.

Question 18

It is legal to offer a payment to a foreign government official to retain the foreign company's business because everyone else does it.

Accepted Answer

A) True 
 B)False

Question 19

Prudential Insurance Company of American had to take a $2.6 million charge against earnings because:

Accepted Answer

A)  it failed to tell stockholders of an impending decline in earnings at the company. 
B)  of bad investments in shopping centers and junk bonds that reduced profits. 
C)  the company let its salespeople use deceptive sales practices that encouraged customers to trade in old policies. 
D)  it opened too many branch offices and staffed them with unethical salespeople. 
E)  none of the above. 
A)  it failed to tell stockholders of an impending decline in earnings at the company. 
B)  of bad investments in shopping centers and junk bonds that reduced profits. 
C)  the company let its salespeople use deceptive sales practices that encouraged customers to trade in old policies. 
D)  it opened too many branch offices and staffed them with unethical salespeople. 
E)  none of the above.

Question 20

All of the following are ways to keep your sales force straight except:

Accepted Answer

A)  getting assurance from both the chairman and president that they expect you to follow the letter of the law. 
B)  developing and circulating a sales ethics policy. 
C)  setting up the proper moral climate. 
D)  instituting controls when needed. 
E)  giving salespeople the greatest amount of discretion possible on all issues. 
A)  getting assurance from both the chairman and president that they expect you to follow the letter of the law. 
B)  developing and circulating a sales ethics policy. 
C)  setting up the proper moral climate. 
D)  instituting controls when needed. 
E)  giving salespeople the greatest amount of discretion possible on all issues.

The Consumer Credit Protection Act is designed to protect consumers from false statements by salespeople about a product or service.

With morality being based on a group consensus the problem is:

When Joe, the regional sales manager at a medium-sized packaged goods company, made his decision to fire a salesperson because he felt the salesperson was not earning the highest profits possible given the potential of the territory, Joe was using which moral philosophy?

One of the best ways to install a sense of morality within salespeople:

General values and norms of society can affect managerial decisions.

It is perfectly legal to set your company's own hiring practices.

The quote, "Following the path of least resistance is what makes people and rivers crooked," might be referring to:

The problem for whistle blowers is that by speaking up they violate role morality.

The first step in attempting to arrive at a decision for a moral problem is to:

You decide it is time to develop a sales ethics program because of some rumors you had heard about some salespeople on you staff. All of the following are directly relevant in building a sales ethics program except:

The Magnuson-Moss Warranty Act allow salespeople to sell replacement components from the salesperson's firm at whatever price is deemed fair by the salesperson.

Conventional morality can be expressed as "When in Rome, do as the Romans do."

According to the text ethical decisions by managers are a function of:

Which of the following can pose ethical problems for a sales manager?

The ethical dilemma surrounding house accounts is based upon which of the following facts?

It is legal to offer a payment to a foreign government official to retain the foreign company's business because everyone else does it.

Prudential Insurance Company of American had to take a $2.6 million charge against earnings because:

All of the following are ways to keep your sales force straight except:

Introduction to Selling and Sales Management

Strategy and Sales Program Planning

Sales Opportunity Management

Account Relationship Management

Customer Interaction Management

Sales Force Organization

Recruiting and Selecting Personnel

Training

Leadership

Motivating Salespeople

Compensating Salespeople

Evaluating Sales Force Performance

Estimating Potentials and Forecasting Sales

Territory Design

Sales Force Investment and Budgeting

Filters

Exam 10: Ethical Leadership

The Consumer Credit Protection Act is designed to protect consumers from false statements by salespeople about a product or service.

With morality being based on a group consensus the problem is:

When Joe, the regional sales manager at a medium-sized packaged goods company, made his decision to fire a salesperson because he felt the salesperson was not earning the highest profits possible given the potential of the territory, Joe was using which moral philosophy?

One of the best ways to install a sense of morality within salespeople:

General values and norms of society can affect managerial decisions.

It is perfectly legal to set your company's own hiring practices.

The quote, "Following the path of least resistance is what makes people and rivers crooked," might be referring to:

The problem for whistle blowers is that by speaking up they violate role morality.

The first step in attempting to arrive at a decision for a moral problem is to:

You decide it is time to develop a sales ethics program because of some rumors you had heard about some salespeople on you staff. All of the following are directly relevant in building a sales ethics program except:

The Magnuson-Moss Warranty Act allow salespeople to sell replacement components from the salesperson's firm at whatever price is deemed fair by the salesperson.

Conventional morality can be expressed as "When in Rome, do as the Romans do."

According to the text ethical decisions by managers are a function of:

Which of the following can pose ethical problems for a sales manager?

The ethical dilemma surrounding house accounts is based upon which of the following facts?

It is legal to offer a payment to a foreign government official to retain the foreign company's business because everyone else does it.

Prudential Insurance Company of American had to take a $2.6 million charge against earnings because:

All of the following are ways to keep your sales force straight except:

Introduction to Selling and Sales Management

Strategy and Sales Program Planning

Sales Opportunity Management

Account Relationship Management

Customer Interaction Management

Sales Force Organization

Recruiting and Selecting Personnel

Training

Leadership

Motivating Salespeople

Compensating Salespeople

Evaluating Sales Force Performance

Estimating Potentials and Forecasting Sales

Territory Design

Sales Force Investment and Budgeting

Filters