Question 1

Idealists accept moral codes and believe that good outcomes for all can be achieved by morally correct actions.

Accepted Answer

A) True 
 B)False

Question 2

With conventional morality, the idea is to determine how each party to a moral decision will be affected and then to pick the solution that satisfies the greatest number of people.

Accepted Answer

A) True 
 B)False

Question 3

Two ways to describe individual moral philosophies that are relevant to business decision making are relativism and idealism.

Accepted Answer

A)  In general, relativism leads to better ethical decisions. 
B)  Usually, idealism leads to better ethical decisions. 
C)  Relativism and idealism produce about the same quality of ethical decision making. 
D)  The quality of ethical decisions is only indirectly affected by relativism and idealism. 
E)  None of the above. 
A)  In general, relativism leads to better ethical decisions. 
B)  Usually, idealism leads to better ethical decisions. 
C)  Relativism and idealism produce about the same quality of ethical decision making. 
D)  The quality of ethical decisions is only indirectly affected by relativism and idealism. 
E)  None of the above.

Question 4

Which of the following is usually the hardest to perform?

Accepted Answer

A)  circulating an ethics policy statement to all levels of management 
B)  blowing the whistle on an unethical situation 
C)  setting realistic sales quotas 
D)  getting general verbal support from top management for a firing of an executive 
E)  none of the above 
A)  circulating an ethics policy statement to all levels of management 
B)  blowing the whistle on an unethical situation 
C)  setting realistic sales quotas 
D)  getting general verbal support from top management for a firing of an executive 
E)  none of the above

Question 5

Your best customer has asked you to contribute $1,500 to the memorial fund for the customer's son who recently died in an automobile accident. You should:

Accepted Answer

A)  send a check to the memorial fund and bury the amount in your expense account. 
B)  tell your customers that company policy forbids payments of this type. 
C)  report the customer's bribe attempt to the FBI and the sheriff's office. 
D)  report the request to your boss and ask permission to tell the Vice President of Human Relations at your customer's head office about the request. 
E)  Answers b and d are both acceptable responses. 
A)  send a check to the memorial fund and bury the amount in your expense account. 
B)  tell your customers that company policy forbids payments of this type. 
C)  report the customer's bribe attempt to the FBI and the sheriff's office. 
D)  report the request to your boss and ask permission to tell the Vice President of Human Relations at your customer's head office about the request. 
E)  Answers b and d are both acceptable responses.

Question 6

Kickbacks are ethical if the amount is small (less than $500) and the company awarded the contract offered the best price anyway.

Accepted Answer

A) True 
 B)False

Question 7

Providing entertainment for potential customers is standard practice in American business and it rarely leads to ethical problems.

Accepted Answer

A) True 
 B)False

Question 8

Which of the following dos not characterize a job description:

Accepted Answer

A)  it specified the number of hours of work. 
B)  it resembles a legal contract. 
C)  it lists the goals that are to be accomplished. 
D)  it describes salaries and benefits in detail. 
E)  none of the above. 
A)  it specified the number of hours of work. 
B)  it resembles a legal contract. 
C)  it lists the goals that are to be accomplished. 
D)  it describes salaries and benefits in detail. 
E)  none of the above.

Question 9

Which of the following statements is/are true with regard to ethical problems and the sales organization?

Accepted Answer

A)  There are often laws or court decisions to guide salespeople in ethically ambiguous situations. 
B)  Hiring the "right" people is a good hedge against unethical behavior when operating policies promote misdeeds. 
C)  Ethical problems in sales organizations result when the values of the firm do not match the values held by the employee. 
D)  Every ethical situation can be resolved by removing the offending party from the company. 
E)  None of the above. 
A)  There are often laws or court decisions to guide salespeople in ethically ambiguous situations. 
B)  Hiring the "right" people is a good hedge against unethical behavior when operating policies promote misdeeds. 
C)  Ethical problems in sales organizations result when the values of the firm do not match the values held by the employee. 
D)  Every ethical situation can be resolved by removing the offending party from the company. 
E)  None of the above.

Question 10

"When in Rome do like the Romans do" is best termed as:

Accepted Answer

A)  conventional morality. 
B)  shareholder view. 
C)  idealism. 
D)  survival of the fittest. 
E)  none of the above 
A)  conventional morality. 
B)  shareholder view. 
C)  idealism. 
D)  survival of the fittest. 
E)  none of the above

Question 11

The moral climate of a business is seldom based on the words and actions of its top executives.

Accepted Answer

A) True 
 B)False

Question 12

A relativistic manager tends to reject universal moral rules and make decisions on the basis of personal values.

Accepted Answer

A) True 
 B)False

Question 13

A good and practical solution to the problems of expense account-related ethical problems is to:

Accepted Answer

A)  present all expense reports to the IRS for review. 
B)  compare the reports to actual expenses of reliable salespeople and then set reimbursement guidelines based on your findings. 
C)  ignore the problem if it involves amounts less than $25 per week and is associated with the higher performing salespersons. 
D)  remove the expense report and move to a 100% commission-based plan where reps pay their own expenses. 
E)  all of the above. 
A)  present all expense reports to the IRS for review. 
B)  compare the reports to actual expenses of reliable salespeople and then set reimbursement guidelines based on your findings. 
C)  ignore the problem if it involves amounts less than $25 per week and is associated with the higher performing salespersons. 
D)  remove the expense report and move to a 100% commission-based plan where reps pay their own expenses. 
E)  all of the above.

Question 14

A good way to handle expense account cheating is for managers to set an appropriate standard for others to follow.

Accepted Answer

A) True 
 B)False

Question 15

Using bribery as a business tactic because "everyone does it" is an example of:

Accepted Answer

A)  stakeholder view. 
B)  Machiavellianism. 
C)  conventional morality. 
D)  idealism. 
E)  survival of the fittest. 
A)  stakeholder view. 
B)  Machiavellianism. 
C)  conventional morality. 
D)  idealism. 
E)  survival of the fittest.

Question 16

One way to keep your sales force straight is to encourage employees to call for help when they face an ethically troublesome sale.

Accepted Answer

A) True 
 B)False

Question 17

The first place to look for guidelines on ethical behavior in the workplace is:

Accepted Answer

A)  the job description. 
B)  court opinion and legislation. 
C)  the Golden Rule. 
D)  Social Darwinism. 
E)  Machiavelli 
A)  the job description. 
B)  court opinion and legislation. 
C)  the Golden Rule. 
D)  Social Darwinism. 
E)  Machiavelli

Idealists accept moral codes and believe that good outcomes for all can be achieved by morally correct actions.

With conventional morality, the idea is to determine how each party to a moral decision will be affected and then to pick the solution that satisfies the greatest number of people.

Two ways to describe individual moral philosophies that are relevant to business decision making are relativism and idealism.

Which of the following is usually the hardest to perform?

Your best customer has asked you to contribute $1,500 to the memorial fund for the customer's son who recently died in an automobile accident. You should:

Kickbacks are ethical if the amount is small (less than $500) and the company awarded the contract offered the best price anyway.

Providing entertainment for potential customers is standard practice in American business and it rarely leads to ethical problems.

Which of the following dos not characterize a job description:

Which of the following statements is/are true with regard to ethical problems and the sales organization?

"When in Rome do like the Romans do" is best termed as:

The moral climate of a business is seldom based on the words and actions of its top executives.

A relativistic manager tends to reject universal moral rules and make decisions on the basis of personal values.

A good and practical solution to the problems of expense account-related ethical problems is to:

A good way to handle expense account cheating is for managers to set an appropriate standard for others to follow.

Using bribery as a business tactic because "everyone does it" is an example of:

One way to keep your sales force straight is to encourage employees to call for help when they face an ethically troublesome sale.

The first place to look for guidelines on ethical behavior in the workplace is:

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

Idealists accept moral codes and believe that good outcomes for all can be achieved by morally correct actions.

With conventional morality, the idea is to determine how each party to a moral decision will be affected and then to pick the solution that satisfies the greatest number of people.

Two ways to describe individual moral philosophies that are relevant to business decision making are relativism and idealism.

Which of the following is usually the hardest to perform?

Your best customer has asked you to contribute $1,500 to the memorial fund for the customer's son who recently died in an automobile accident. You should:

Kickbacks are ethical if the amount is small (less than $500) and the company awarded the contract offered the best price anyway.

Providing entertainment for potential customers is standard practice in American business and it rarely leads to ethical problems.

Which of the following dos not characterize a job description:

Which of the following statements is/are true with regard to ethical problems and the sales organization?

"When in Rome do like the Romans do" is best termed as:

The moral climate of a business is seldom based on the words and actions of its top executives.

A relativistic manager tends to reject universal moral rules and make decisions on the basis of personal values.

A good and practical solution to the problems of expense account-related ethical problems is to:

A good way to handle expense account cheating is for managers to set an appropriate standard for others to follow.

Using bribery as a business tactic because "everyone does it" is an example of:

One way to keep your sales force straight is to encourage employees to call for help when they face an ethically troublesome sale.

The first place to look for guidelines on ethical behavior in the workplace is:

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