Question 1

Collecting information on a customer's competition and sharing it with the customer is a good way to develop close trusting relationships.

Accepted Answer

A) True 
 B)False

Question 2

An oral promise cannot be considered a contract and therefore enforceable by law.

Accepted Answer

A) True 
 B)False

Question 3

Volt City,a home electronics store likes to advertise products at very low prices to attract customers to their store knowing they don't have those products in stock.Their sales people then tell the customers that those products are all sold out but,they can buy another,more expensive product.This practice is:

Accepted Answer

A) legal and ethical. 
B) Misleading advertising 
C) ethical but illegal. 
D) unethical and illegal. 
E) legal but unethical. 
A) legal and ethical. 
B) Misleading advertising 
C) ethical but illegal. 
D) unethical and illegal. 
E) legal but unethical.

Question 4

Legal standards are enforced by:

Accepted Answer

A) industry standards. 
B) the corporation. 
C) company standards. 
D) statute. 
E) society as a whole. 
A) industry standards. 
B) the corporation. 
C) company standards. 
D) statute. 
E) society as a whole.

Question 5

Riccardo understands that rules of conduct that reflect moral principles and standards of the community is/are:

Accepted Answer

A) a ridiculous ideal. 
B) nice,but unattainable. 
C) nice,but unrealistic. 
D) the definition of ethics. 
E) the definition of morals. 
A) a ridiculous ideal. 
B) nice,but unattainable. 
C) nice,but unrealistic. 
D) the definition of ethics. 
E) the definition of morals.

Question 6

A negative outcome of very high competitive pressures on a firm could be for it to engage in unethical behaviours for survival.

Accepted Answer

A) True 
 B)False

Question 7

Malina sells mining equipment to international markets.Her company does not have a clear policy of not giving or accepting bribes.Her buyers have indicated that they would like to receive $100,000 for an exclusive contract which would be good for 10 years.Receiving bribes is a common business practice in that country.Malina's behaviour should be guided by:

Accepted Answer

A) her personal values and ethics. 
B) the competition. 
C) her company. 
D) the business practices of that country. 
E) her supervisors. 
A) her personal values and ethics. 
B) the competition. 
C) her company. 
D) the business practices of that country. 
E) her supervisors.

Question 8

Which of the following would be considered a violation of guidelines governing a self-imposed code of ethics?

Accepted Answer

A) attempting to close a sale prior to fully understanding the prospect's needs 
B) not selling the product at discounted prices 
C) comparing your product with that of a competitor when requested to do so 
D) exposing the limitations of your product to customers 
E) submitting a sales-related expense account for reimbursement 
A) attempting to close a sale prior to fully understanding the prospect's needs 
B) not selling the product at discounted prices 
C) comparing your product with that of a competitor when requested to do so 
D) exposing the limitations of your product to customers 
E) submitting a sales-related expense account for reimbursement

Question 9

Sam was able to void a contract after he purchased some goods within a certain period of time as a result of the cooling-off laws.

Accepted Answer

A) True 
 B)False

Question 10

Salespeople who are certified as sales professionals by the Canadian Professional Sales Association must follow the CPSA Sales Institute code of ethics or they:

Accepted Answer

A) may lose their professional sales designation. 
B) may have to repeat some parts of their training. 
C) will have to cancel their membership in the CPSA. 
D) will lose privileges available only to members in good standing. 
E) may have to pay a fine. 
A) may lose their professional sales designation. 
B) may have to repeat some parts of their training. 
C) will have to cancel their membership in the CPSA. 
D) will lose privileges available only to members in good standing. 
E) may have to pay a fine.

Question 11

Product disparagement constitutes a type of business defamation.

Accepted Answer

A) True 
 B)False

Question 12

It is particularly common to entertain clients in:

Accepted Answer

A) the service industry. 
B) high technology industries. 
C) industries where products are nearly identical. 
D) the entertainment industry. 
E) industries which have not adopted the new economy way of thinking. 
A) the service industry. 
B) high technology industries. 
C) industries where products are nearly identical. 
D) the entertainment industry. 
E) industries which have not adopted the new economy way of thinking.

Question 13

The practice of reciprocity:

Accepted Answer

A) is beneficial to all parties involved. 
B) may result in firms buying products of questionable quality. 
C) results in improved competition among sales and marketing firms. 
D) is expected in most industries. 
E) is no longer legal in Canada. 
A) is beneficial to all parties involved. 
B) may result in firms buying products of questionable quality. 
C) results in improved competition among sales and marketing firms. 
D) is expected in most industries. 
E) is no longer legal in Canada.

Question 14

In the New economy,many respected companies had crossed the ethical line as a result of:

Accepted Answer

A) the shareholders.Shareholders demanded high return-on-investment at any cost. 
B) immigration.People from other cultures who came to North America had different ethical values. 
C) the legal system.The law was not harsh enough to discourage unethical behaviors. 
D) competition.Increased competition forced companies to make unethical decisions. 
E) corporate culture.There was an emphasis on becoming lean,innovative and profitable at any cost. 
A) the shareholders.Shareholders demanded high return-on-investment at any cost. 
B) immigration.People from other cultures who came to North America had different ethical values. 
C) the legal system.The law was not harsh enough to discourage unethical behaviors. 
D) competition.Increased competition forced companies to make unethical decisions. 
E) corporate culture.There was an emphasis on becoming lean,innovative and profitable at any cost.

Question 15

If the business community cannot control the ethical behavior of its members,people are likely to turn to legal intervention.

Accepted Answer

A) True 
 B)False

Question 16

Jimmy made a habit of buying products only from those companies he sold his products to.We would call this practice:

Accepted Answer

A) reciprocity. 
B) prudent. 
C) entertaining. 
D) gift giving. 
E) bribery. 
A) reciprocity. 
B) prudent. 
C) entertaining. 
D) gift giving. 
E) bribery.

Question 17

In Consultative sales,the buyer considers the __________ as the most important element of the sale.

Accepted Answer

A) organization 
B) product 
C) price 
D) sales person 
E) customer service 
A) organization 
B) product 
C) price 
D) sales person 
E) customer service

Question 18

"Accurately represent my products or service to the best of my ability in a manner that places my customer or prospective customer and my company in a position that benefits both" is an example of a Code of Ethics.

Accepted Answer

A) True 
 B)False

Question 19

If you view your employer's instructions or influence as improper,then you should:

Accepted Answer

A) follow the path of least resistance. 
B) consider the need to compromise your values in order to keep your job. 
C) accept it as part of "business". 
D) voice opposition to the practice if it is in conflict with your value system. 
E) keep your concerns to yourself. 
A) follow the path of least resistance. 
B) consider the need to compromise your values in order to keep your job. 
C) accept it as part of "business". 
D) voice opposition to the practice if it is in conflict with your value system. 
E) keep your concerns to yourself.

Question 20

When Rachel signed the contracts at MicroManage,Inc.,she included an envelope that contained two season tickets to the Raptors games.This action would normally be considered as:

Accepted Answer

A) entertaining. 
B) bribery. 
C) reciprocity. 
D) expected. 
E) prudent. 
A) entertaining. 
B) bribery. 
C) reciprocity. 
D) expected. 
E) prudent.

Collecting information on a customer's competition and sharing it with the customer is a good way to develop close trusting relationships.

An oral promise cannot be considered a contract and therefore enforceable by law.

Legal standards are enforced by:

Riccardo understands that rules of conduct that reflect moral principles and standards of the community is/are:

A negative outcome of very high competitive pressures on a firm could be for it to engage in unethical behaviours for survival.

Which of the following would be considered a violation of guidelines governing a self-imposed code of ethics?

Sam was able to void a contract after he purchased some goods within a certain period of time as a result of the cooling-off laws.

Salespeople who are certified as sales professionals by the Canadian Professional Sales Association must follow the CPSA Sales Institute code of ethics or they:

Product disparagement constitutes a type of business defamation.

It is particularly common to entertain clients in:

The practice of reciprocity:

In the New economy,many respected companies had crossed the ethical line as a result of:

If the business community cannot control the ethical behavior of its members,people are likely to turn to legal intervention.

Jimmy made a habit of buying products only from those companies he sold his products to.We would call this practice:

In Consultative sales,the buyer considers the __________ as the most important element of the sale.

"Accurately represent my products or service to the best of my ability in a manner that places my customer or prospective customer and my company in a position that benefits both" is an example of a Code of Ethics.

If you view your employer's instructions or influence as improper,then you should:

When Rachel signed the contracts at MicroManage,Inc.,she included an envelope that contained two season tickets to the Raptors games.This action would normally be considered as:

Relationship Selling Opportunities in the Information Economy

Evolution of Selling Models That Complement 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 Behaviour

Developing and Qualifying a Prospect Base

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 5: Ethics: the Foundation for Relationships in Selling

Collecting information on a customer's competition and sharing it with the customer is a good way to develop close trusting relationships.

An oral promise cannot be considered a contract and therefore enforceable by law.

Legal standards are enforced by:

Riccardo understands that rules of conduct that reflect moral principles and standards of the community is/are:

A negative outcome of very high competitive pressures on a firm could be for it to engage in unethical behaviours for survival.

Which of the following would be considered a violation of guidelines governing a self-imposed code of ethics?

Sam was able to void a contract after he purchased some goods within a certain period of time as a result of the cooling-off laws.

Salespeople who are certified as sales professionals by the Canadian Professional Sales Association must follow the CPSA Sales Institute code of ethics or they:

Product disparagement constitutes a type of business defamation.

It is particularly common to entertain clients in:

The practice of reciprocity:

In the New economy,many respected companies had crossed the ethical line as a result of:

If the business community cannot control the ethical behavior of its members,people are likely to turn to legal intervention.

Jimmy made a habit of buying products only from those companies he sold his products to.We would call this practice:

In Consultative sales,the buyer considers the __________ as the most important element of the sale.

"Accurately represent my products or service to the best of my ability in a manner that places my customer or prospective customer and my company in a position that benefits both" is an example of a Code of Ethics.

If you view your employer's instructions or influence as improper,then you should:

When Rachel signed the contracts at MicroManage,Inc.,she included an envelope that contained two season tickets to the Raptors games.This action would normally be considered as:

Relationship Selling Opportunities in the Information Economy

Evolution of Selling Models That Complement 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 Behaviour

Developing and Qualifying a Prospect Base

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