Exam 5: Ethics: the Foundation for Relationships in Selling

Teresa Fallon sends a written proposal to a customer.In the proposal,she compares the specifications of her product and a competing product.If the information about the competing product is not true,she is using a form of business defamation called:

(Multiple Choice)

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Question 41

Ramond believes that building trust with his customers is important.This is because trust:

(Multiple Choice)

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Question 42

John sells heavy machinery to international markets.His company has no clear policy of not giving or accepting bribes.He is presently dealing with a company in another country where bribes are a common business practice.Above all,John should be guided by:

(Multiple Choice)

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Question 43

The term _______ can be defined as a mutual exchange of benefits,as when a firm buys products from its own customers.

(Short Answer)

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Question 44

Why should sales people have high ethical standards?

(Essay)

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Question 45

Many companies have a written code of ethics for all employees to follow.This code is usually enforced at all levels of the business fairly and without exception.However,

(Multiple Choice)

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Question 46

It may be acceptable ethical practice to give a token gift as a gesture of goodwill in Canada.

(True/False)

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Question 47

In the field of personal selling,the temptation to engage in unethical conduct is always present.Identify four types of temptations experienced by sales personnel.

(Essay)

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Question 48

Buyer and seller relationship should precede the sale of the actual product.

(True/False)

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Question 49

Roberta learned about the Competition Act in sales class.Some of the issues included are price fixing,bid rigging,price discrimination,and:

(Multiple Choice)

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Question 50

The ability to distinguish between right and wrong is an intuitive skill.

(True/False)

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Question 51

Aaron finds that viewing selling as an exchange of value,putting the relationship ahead of achieving sales goals,and being honest with himself and his customers are all part of:

(Multiple Choice)

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Question 52

People who engage in unethical behaviours are adopting a:

(Multiple Choice)

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Question 53

As top management in a company,what can you do to build an ethical organization?

(Essay)

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Question 54

The Competition Act is a legal guide to a narrow range of transactions between the seller and the buyer.

(True/False)

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Question 55

Which of the following sets only the minimal ethical standards of behaviour for salespeople?

(Multiple Choice)

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Question 56

A clause which prohibits an employee from joining a competing firm for a year after they leave employment is called:

(Multiple Choice)

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Question 57

In the field of selling,there are both standards and standards.

(Short Answer)

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Question 58

A business is legally bound by a verbal or written contract made by its sales people because:

(Multiple Choice)

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Question 59

The person who has the greatest potential of being a role model to the sales staff in a company is the:

(Multiple Choice)

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Question 60

Showing 41 - 60 of 85

Teresa Fallon sends a written proposal to a customer.In the proposal,she compares the specifications of her product and a competing product.If the information about the competing product is not true,she is using a form of business defamation called:

Ramond believes that building trust with his customers is important.This is because trust:

John sells heavy machinery to international markets.His company has no clear policy of not giving or accepting bribes.He is presently dealing with a company in another country where bribes are a common business practice.Above all,John should be guided by:

The term _______ can be defined as a mutual exchange of benefits,as when a firm buys products from its own customers.

Why should sales people have high ethical standards?

Many companies have a written code of ethics for all employees to follow.This code is usually enforced at all levels of the business fairly and without exception.However,

It may be acceptable ethical practice to give a token gift as a gesture of goodwill in Canada.

In the field of personal selling,the temptation to engage in unethical conduct is always present.Identify four types of temptations experienced by sales personnel.

Buyer and seller relationship should precede the sale of the actual product.

Roberta learned about the Competition Act in sales class.Some of the issues included are price fixing,bid rigging,price discrimination,and:

The ability to distinguish between right and wrong is an intuitive skill.

Aaron finds that viewing selling as an exchange of value,putting the relationship ahead of achieving sales goals,and being honest with himself and his customers are all part of:

People who engage in unethical behaviours are adopting a:

As top management in a company,what can you do to build an ethical organization?

The Competition Act is a legal guide to a narrow range of transactions between the seller and the buyer.

Which of the following sets only the minimal ethical standards of behaviour for salespeople?

A clause which prohibits an employee from joining a competing firm for a year after they leave employment is called:

In the field of selling,there are both standards and standards.

A business is legally bound by a verbal or written contract made by its sales people because:

The person who has the greatest potential of being a role model to the sales staff in a company is the:

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

Teresa Fallon sends a written proposal to a customer.In the proposal,she compares the specifications of her product and a competing product.If the information about the competing product is not true,she is using a form of business defamation called:

Ramond believes that building trust with his customers is important.This is because trust:

John sells heavy machinery to international markets.His company has no clear policy of not giving or accepting bribes.He is presently dealing with a company in another country where bribes are a common business practice.Above all,John should be guided by:

The term _______ can be defined as a mutual exchange of benefits,as when a firm buys products from its own customers.

Why should sales people have high ethical standards?

Many companies have a written code of ethics for all employees to follow.This code is usually enforced at all levels of the business fairly and without exception.However,

It may be acceptable ethical practice to give a token gift as a gesture of goodwill in Canada.

In the field of personal selling,the temptation to engage in unethical conduct is always present.Identify four types of temptations experienced by sales personnel.

Buyer and seller relationship should precede the sale of the actual product.

Roberta learned about the Competition Act in sales class.Some of the issues included are price fixing,bid rigging,price discrimination,and:

The ability to distinguish between right and wrong is an intuitive skill.

Aaron finds that viewing selling as an exchange of value,putting the relationship ahead of achieving sales goals,and being honest with himself and his customers are all part of:

People who engage in unethical behaviours are adopting a:

As top management in a company,what can you do to build an ethical organization?

The Competition Act is a legal guide to a narrow range of transactions between the seller and the buyer.

Which of the following sets only the minimal ethical standards of behaviour for salespeople?

A clause which prohibits an employee from joining a competing firm for a year after they leave employment is called:

In the field of selling,there are both________ standards and________ standards.

A business is legally bound by a verbal or written contract made by its sales people because:

The person who has the greatest potential of being a role model to the sales staff in a company is the:

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

In the field of selling,there are both standards and standards.