Question 1

Most people employed in the fast-paced business world,which is constantly changing,will adopt or discard values quickly.

Accepted Answer

A) True 
 B)False

Question 2

According to the text,one of the "half-truths" that has influenced the erosion of character in business is that: "Corporations exist to maximize shareholder value."

Accepted Answer

A) True 
 B)False

Question 3

According to the author of Integrity Selling for the 21st Century,which of the following statements about values is true?

Accepted Answer

A)  Our values change frequently throughout life. 
B)  Most people find it easy to clarify their values. 
C)  A salesperson's values contribute more to sales success than do techniques. 
D)  Values have only limited influence on our behavior. 
E)  Values should be aligned with the culture of the firm. 
A)  Our values change frequently throughout life. 
B)  Most people find it easy to clarify their values. 
C)  A salesperson's values contribute more to sales success than do techniques. 
D)  Values have only limited influence on our behavior. 
E)  Values should be aligned with the culture of the firm.

Question 4

A sales rep is in a foreign country and has spent several days with a buyer for a large chain of convenience stores there.At the end of the week,the sales rep feels confident that the buyer is ready to purchase,so he asks for the close.The buyer responds that he will be happy to place a large order for the chain as soon as the sales rep gives him an appropriately-sized gift.What should the sales rep most likely do?

Accepted Answer

A)  The sales rep should give the buyer the gift. 
B)  The sales rep should tell the buyer that Americans are not allowed to give gifts in exchange for business. 
C)  The sales rep should convince the buyer that he will give him the gift after the papers are signed, and then refuse to give a gift after the order has been paid. 
D)  The sales rep should consult with his sales manager to determine if gift-giving is an ethical and acceptable practice within the confines of an international business situation. 
E)  The sales rep should give the buyer the gift but make this contingent on a longer-term relationships involving repeat orders. 
A)  The sales rep should give the buyer the gift. 
B)  The sales rep should tell the buyer that Americans are not allowed to give gifts in exchange for business. 
C)  The sales rep should convince the buyer that he will give him the gift after the papers are signed, and then refuse to give a gift after the order has been paid. 
D)  The sales rep should consult with his sales manager to determine if gift-giving is an ethical and acceptable practice within the confines of an international business situation. 
E)  The sales rep should give the buyer the gift but make this contingent on a longer-term relationships involving repeat orders.

Question 5

Anne,a sales representative for a software firm,is heading to Europe for a sales presentation.Anne is unsure about the practice of gift giving and wants to make sure that she is perceived as ethical by the other firm.Which of the following should Anne LEAST likely do in this situation?

Accepted Answer

A)  Check the company policy about gift giving. 
B)  Ensure that the gift is a small, thoughtful token. 
C)  Give the gift before doing any business with the customer. 
D)  Avoid giving the impression of buying the customer's favor. 
E)  Ensure that the customer views the gift as a gesture of goodwill. 
A)  Check the company policy about gift giving. 
B)  Ensure that the gift is a small, thoughtful token. 
C)  Give the gift before doing any business with the customer. 
D)  Avoid giving the impression of buying the customer's favor. 
E)  Ensure that the customer views the gift as a gesture of goodwill.

Question 6

What would be an easy way a company could discourage unethical behaviors by its employees?

Accepted Answer

A)  Have a zero tolerance policy so anyone suspected of unethical behavior would be immediately terminated. 
B)  Require all potential hires to have completed a privately-conducted ethics course before submitting their applications for employment. 
C)  Allow employees to unionize so their actions will be dictated by the union. 
D)  Change the Employee of the Month program to celebrate the employee with the fewest ethical violations. 
E)  Write up their ethical code, refer to it as a company value in the employee handbook and on the website, and ask management to adhere to it strictly to lead by example. 
A)  Have a zero tolerance policy so anyone suspected of unethical behavior would be immediately terminated. 
B)  Require all potential hires to have completed a privately-conducted ethics course before submitting their applications for employment. 
C)  Allow employees to unionize so their actions will be dictated by the union. 
D)  Change the Employee of the Month program to celebrate the employee with the fewest ethical violations. 
E)  Write up their ethical code, refer to it as a company value in the employee handbook and on the website, and ask management to adhere to it strictly to lead by example.

Question 7

Which of the following statements is most likely true about conducting business in China?

Accepted Answer

A)  Take the initiative and move quickly to close deals. 
B)  Bow slightly and shake hands when greeting others. 
C)  Making a toast during a banquet is considered bad luck. 
D)  The lowest ranking person in a room should be introduced first. 
E)  Handkerchiefs and clocks are appropriate gifts that suggest good luck. 
A)  Take the initiative and move quickly to close deals. 
B)  Bow slightly and shake hands when greeting others. 
C)  Making a toast during a banquet is considered bad luck. 
D)  The lowest ranking person in a room should be introduced first. 
E)  Handkerchiefs and clocks are appropriate gifts that suggest good luck.

Most people employed in the fast-paced business world,which is constantly changing,will adopt or discard values quickly.

According to the text,one of the "half-truths" that has influenced the erosion of character in business is that: "Corporations exist to maximize shareholder value."

According to the author of Integrity Selling for the 21st Century,which of the following statements about values is true?

Anne,a sales representative for a software firm,is heading to Europe for a sales presentation.Anne is unsure about the practice of gift giving and wants to make sure that she is perceived as ethical by the other firm.Which of the following should Anne LEAST likely do in this situation?

What would be an easy way a company could discourage unethical behaviors by its employees?

Which of the following statements is most likely true about conducting business in China?

Relationship Selling Opportunities in the Information Economy

Evolution of Selling Models That Compliment the Marketing Concept

Creating Value With a Relationship Strategy

Communication Styles: a Key to Adaptive Selling Today

Creating Product Solutions

Product-Selling Strategies That Add Value

The Buying Process and Buyer Behavior

Developing and Qualifying Prospects and Accounts

Approaching the Customer With Adaptive Selling

Determining Customer Needs With a Consultative Questioning Strategy

Creating Value With the Consultative Presentation

Negotiating Buyer Concerns

Adapting the Close and Confirming the Partnership

Servicing the Sale and Building the Partnership

Opportunity Management: the Key to Greater Sales Productivity

Management of the Sales Force

Filters

Exam 3: Ethics: the Foundation for Partnering Relationships That Create Value

Most people employed in the fast-paced business world,which is constantly changing,will adopt or discard values quickly.

According to the text,one of the "half-truths" that has influenced the erosion of character in business is that: "Corporations exist to maximize shareholder value."

According to the author of Integrity Selling for the 21st Century,which of the following statements about values is true?

Anne,a sales representative for a software firm,is heading to Europe for a sales presentation.Anne is unsure about the practice of gift giving and wants to make sure that she is perceived as ethical by the other firm.Which of the following should Anne LEAST likely do in this situation?

What would be an easy way a company could discourage unethical behaviors by its employees?

Which of the following statements is most likely true about conducting business in China?

Relationship Selling Opportunities in the Information Economy

Evolution of Selling Models That Compliment the Marketing Concept

Creating Value With a Relationship Strategy

Communication Styles: a Key to Adaptive Selling Today

Creating Product Solutions

Product-Selling Strategies That Add Value

The Buying Process and Buyer Behavior

Developing and Qualifying Prospects and Accounts

Approaching the Customer With Adaptive Selling

Determining Customer Needs With a Consultative Questioning Strategy

Creating Value With the Consultative Presentation

Negotiating Buyer Concerns

Adapting the Close and Confirming the Partnership

Servicing the Sale and Building the Partnership

Opportunity Management: the Key to Greater Sales Productivity

Management of the Sales Force

Filters