Question 1

A code of moral behavior followed by a particular group is best termed as:

Accepted Answer

A)  secularization. 
B)  Disabilities Act. 
C)  Robinson-Patman Act. 
D)  work place etiquette. 
E)  ethics. 
A)  secularization. 
B)  Disabilities Act. 
C)  Robinson-Patman Act. 
D)  work place etiquette. 
E)  ethics.

Question 2

When evaluating an option on a difficult moral decision, managers must consider:

Accepted Answer

A)  legal implications. 
B)  appearances to top management. 
C)  benefits to the employee and the organization. 
D)  all of the above. 
E)  both a and c of the above. 
A)  legal implications. 
B)  appearances to top management. 
C)  benefits to the employee and the organization. 
D)  all of the above. 
E)  both a and c of the above.

Question 3

Entertainment provided for customers:

Accepted Answer

A)  is always ethical. 
B)  is basically unethical. 
C)  is not standard American business practice. 
D)  can sometimes lead to ethical problems. 
E)  b and c of the above. 
A)  is always ethical. 
B)  is basically unethical. 
C)  is not standard American business practice. 
D)  can sometimes lead to ethical problems. 
E)  b and c of the above.

Question 4

Research has shown that top management has the primary responsibility for setting the ethical tone of a company.

Accepted Answer

A) True 
 B)False

Question 5

A whistle blower is an employee who informs the public about immoral or illegal behavior of an employer or supervisor. Which of the following is/are false about whistle blowing?

Accepted Answer

A)  It is a last resort that is justified only if the employee has the appropriate moral motive. 
B)  the evidence should be strong enough to convince the common man that a violation is taking place. 
C)  the act of telling the public must have some chance for success. 
D)  the violation should be serious enough to require immediate attention. 
E)  none of the above. 
A)  It is a last resort that is justified only if the employee has the appropriate moral motive. 
B)  the evidence should be strong enough to convince the common man that a violation is taking place. 
C)  the act of telling the public must have some chance for success. 
D)  the violation should be serious enough to require immediate attention. 
E)  none of the above.

Question 6

Niccolo Machiavelli was:

Accepted Answer

A)  a humanist. 
B)  an artist interest in business ethics. 
C)  a leading economist in the 17th century. 
D)  a 16th century Italian statesman. 
E)  a and c above. 
A)  a humanist. 
B)  an artist interest in business ethics. 
C)  a leading economist in the 17th century. 
D)  a 16th century Italian statesman. 
E)  a and c above.

Question 7

A production manager in your firm has made an error resulting in overproduction of widgets. This will represent a significant loss to your company since the marketing department has planned the introduction of wadgets - which will make the widgets obsolete. Under these circumstances, withholding information about the wadgets from prospective clients represents and acceptable business decision.

Accepted Answer

A) True 
 B)False

Question 8

The impact of acts on the good of the individual, the firm, the business community and society as a whole can be directly classified under:

Accepted Answer

A)  politics. 
B)  sociology. 
C)  ethics. 
D)  none of the above. 
E)  all of the above. 
A)  politics. 
B)  sociology. 
C)  ethics. 
D)  none of the above. 
E)  all of the above.

Question 9

The best way to handle an alcoholic salesperson is to:

Accepted Answer

A)  fire him or her. 
B)  transfer his or her to another division. 
C)  promote him or her out of the field. 
D)  send him to Alcoholics Anonymous. 
E)  depends on the situation. 
A)  fire him or her. 
B)  transfer his or her to another division. 
C)  promote him or her out of the field. 
D)  send him to Alcoholics Anonymous. 
E)  depends on the situation.

Question 10

An excellent way for a manager to build a strong sales ethics program is:

Accepted Answer

A)  to fire unethical people. 
B)  to fire people who have had traffic violations. 
C)  to get the backing of the CEO. 
D)  initiate a drug testing program. 
E)  none of the above. 
A)  to fire unethical people. 
B)  to fire people who have had traffic violations. 
C)  to get the backing of the CEO. 
D)  initiate a drug testing program. 
E)  none of the above.

Question 11

Both the employee and employee's company are responsible for compliance with federal regulations.

Accepted Answer

A) True 
 B)False

Question 12

The Clayton Antitrust Act prohibits price discrimination.

Accepted Answer

A) True 
 B)False

Question 13

Machiavelli was philosophically a realist.

Accepted Answer

A) True 
 B)False

Question 14

According to the text, the most frequent area for ethical abuse in a sales organization usually occurs with:

Accepted Answer

A)  promotions. 
B)  hiring. 
C)  firing. 
D)  expenses accounts. 
E)  house accounts. 
A)  promotions. 
B)  hiring. 
C)  firing. 
D)  expenses accounts. 
E)  house accounts.

Question 15

On a recent business trip you notice that the person sitting next to you on the airplane works for the competition. She gets up to use the restroom and on her desktop is a marketing plan for the next year stamped "Confidential." You could easily look at the documents and make notes since there is a line to use the restroom and her back is turned. Thoughts go through your head of the number of people in your company that would peek at the documents because of the low probability of getting caught and the potentially high rewards for obtaining this information. Your decision not to look and tell her who you work for when she returns is based on which pattern of moral reasoning?

Accepted Answer

A)  relativism 
B)  idealism 
C)  Machiavelliansim 
D)  moral high brow 
E)  none of the above adequately describe your moral reasoning 
A)  relativism 
B)  idealism 
C)  Machiavelliansim 
D)  moral high brow 
E)  none of the above adequately describe your moral reasoning

Question 16

An agreement among sales managers in the aluminum siding industry is not an ethical issue.

Accepted Answer

A) True 
 B)False

Question 17

Ethics is not directly concerned with the impact of acts on the good of the individual, the firm, the business community and society as a whole.

Accepted Answer

A) True 
 B)False

Question 18

According to the text, entertaining customers should be a complementary part of a salesperson's relationship strategy, not the sole selling strategy.

Accepted Answer

A) True 
 B)False

Question 19

The most frequent area for ethical abuse in a sales organization is with expense accounts.

Accepted Answer

A) True 
 B)False

Question 20

In general, relativism leads to better ethical decisions than idealism.

Accepted Answer

A) True 
 B)False

A code of moral behavior followed by a particular group is best termed as:

When evaluating an option on a difficult moral decision, managers must consider:

Entertainment provided for customers:

Research has shown that top management has the primary responsibility for setting the ethical tone of a company.

A whistle blower is an employee who informs the public about immoral or illegal behavior of an employer or supervisor. Which of the following is/are false about whistle blowing?

Niccolo Machiavelli was:

The impact of acts on the good of the individual, the firm, the business community and society as a whole can be directly classified under:

The best way to handle an alcoholic salesperson is to:

An excellent way for a manager to build a strong sales ethics program is:

Both the employee and employee's company are responsible for compliance with federal regulations.

The Clayton Antitrust Act prohibits price discrimination.

Machiavelli was philosophically a realist.

According to the text, the most frequent area for ethical abuse in a sales organization usually occurs with:

An agreement among sales managers in the aluminum siding industry is not an ethical issue.

Ethics is not directly concerned with the impact of acts on the good of the individual, the firm, the business community and society as a whole.

According to the text, entertaining customers should be a complementary part of a salesperson's relationship strategy, not the sole selling strategy.

The most frequent area for ethical abuse in a sales organization is with expense accounts.

In general, relativism leads to better ethical decisions than idealism.

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

A code of moral behavior followed by a particular group is best termed as:

When evaluating an option on a difficult moral decision, managers must consider:

Entertainment provided for customers:

Research has shown that top management has the primary responsibility for setting the ethical tone of a company.

A whistle blower is an employee who informs the public about immoral or illegal behavior of an employer or supervisor. Which of the following is/are false about whistle blowing?

Niccolo Machiavelli was:

The impact of acts on the good of the individual, the firm, the business community and society as a whole can be directly classified under:

The best way to handle an alcoholic salesperson is to:

An excellent way for a manager to build a strong sales ethics program is:

Both the employee and employee's company are responsible for compliance with federal regulations.

The Clayton Antitrust Act prohibits price discrimination.

Machiavelli was philosophically a realist.

According to the text, the most frequent area for ethical abuse in a sales organization usually occurs with:

An agreement among sales managers in the aluminum siding industry is not an ethical issue.

Ethics is not directly concerned with the impact of acts on the good of the individual, the firm, the business community and society as a whole.

According to the text, entertaining customers should be a complementary part of a salesperson's relationship strategy, not the sole selling strategy.

The most frequent area for ethical abuse in a sales organization is with expense accounts.

In general, relativism leads to better ethical decisions than idealism.

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