Question 1

Which statement is accurate:

Accepted Answer

A) attitudes determine our values and values determine our behaviour 
B) attitudes determine our behaviour and behaviour determine our values 
C) behaviour is not determined by attitudes or values. 
D) behaviour determine our attitudes and attitudes determine our values 
E) values determine our attitudes and attitudes determine our behaviour 
A) attitudes determine our values and values determine our behaviour 
B) attitudes determine our behaviour and behaviour determine our values 
C) behaviour is not determined by attitudes or values. 
D) behaviour determine our attitudes and attitudes determine our values 
E) values determine our attitudes and attitudes determine our behaviour

Question 2

A sales person's ethics and values contribute more to sales success in the long-run than do techniques and strategies they may employ.

Accepted Answer

A) True 
 B)False

Question 3

People with higher character strength tend to engage in unethical practices.

Accepted Answer

A) True 
 B)False

Question 4

The Canadian legislation which covers issues such as bribery is called:

Accepted Answer

A) the Mahoney Act. 
B) the Corruption of Foreign Public Officials Act. 
C) the Ethical Practices Act. 
D) the Illegal Practices Act. 
E) the Bribery Act. 
A) the Mahoney Act. 
B) the Corruption of Foreign Public Officials Act. 
C) the Ethical Practices Act. 
D) the Illegal Practices Act. 
E) the Bribery Act.

Question 5

Business defamation consists of business slander,business libel,and _______.

Accepted Answer

product di

Question 6

Legislation which give customers an opportunity to reconsider a buying decision made under a salesperson's persuasive influence is called:

Accepted Answer

A) legislation 401. 
B) Nader provision. 
C) marketers act. 
D) cooling-off laws. 
E) competition act. 
A) legislation 401. 
B) Nader provision. 
C) marketers act. 
D) cooling-off laws. 
E) competition act.

Question 7

Amy watched her sales manager put a round of golf and dinner on his expense account.He told her that expenses of this nature were acceptable behaviour for management,but not reps.This is:

Accepted Answer

A) clearly an acceptable policy. 
B) a sales manager that is a poor role model. 
C) what one expects from all businesses. 
D) okay in large companies. 
E) double standards. 
A) clearly an acceptable policy. 
B) a sales manager that is a poor role model. 
C) what one expects from all businesses. 
D) okay in large companies. 
E) double standards.

Question 8

Respond to the statement: "Ethics are not a matter of law alone.A salesperson's ethical sense must extend beyond the legal definition of what is right or wrong."

Accepted Answer

When someone is abused by an unethical b

Question 9

The intention behind giving token gifts such as pens or key chains with company logos is to:

Accepted Answer

A) create customer's goodwill. 
B) to stimulate demand for the product. 
C) advertise your business. 
D) influence the customer's behaviour. 
E) to bribe the customer into giving you the sale. 
A) create customer's goodwill. 
B) to stimulate demand for the product. 
C) advertise your business. 
D) influence the customer's behaviour. 
E) to bribe the customer into giving you the sale.

Question 10

Business slander,business libel and product disparagement are all forms of:

Accepted Answer

A) aggressive marketing strategies. 
B) market penetration strategies. 
C) business defamation. 
D) anti-competitive marketing. 
E) negative marketing strategies. 
A) aggressive marketing strategies. 
B) market penetration strategies. 
C) business defamation. 
D) anti-competitive marketing. 
E) negative marketing strategies.

Question 11

A survey conducted by Newsweek suggests that the current generation of workers may be more tolerant of deception.

Accepted Answer

A) True 
 B)False

Question 12

In Transactional sales,the customer considers the __________ as the most important element of the sale.

Accepted Answer

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

Question 13

Which of the following statements about "cooling off" laws is correct?

Accepted Answer

A) The laws allow customers to reconsider decisions that may have been made under a salesperson's influence. 
B) The Retail Sellers Act is a "cooling off" law. 
C) They are regulated by the Competition Act. 
D) They protect the seller against customers who "cool off" after a sale is made. 
E) They are now generally standardized across Canada. 
A) The laws allow customers to reconsider decisions that may have been made under a salesperson's influence. 
B) The Retail Sellers Act is a "cooling off" law. 
C) They are regulated by the Competition Act. 
D) They protect the seller against customers who "cool off" after a sale is made. 
E) They are now generally standardized across Canada.

Question 14

An advantage of dealing with salespeople who belong to professional associations such as The Canadian Professional Sales Association (CPSA)is that; such salespeople have to agree to abide to the association's code of ethics.

Accepted Answer

A) True 
 B)False

Question 15

Kickbacks and payoffs may be acceptable practices in one part of the world yet may be viewed as unethical practices elsewhere.

Accepted Answer

A) True 
 B)False

Question 16

This form of business defamation arises when an unfair and untrue oral statement is made about a competitor.

Accepted Answer

A) business libel 
B) reciprocity 
C) business slander 
D) bribery 
E) conspiracy 
A) business libel 
B) reciprocity 
C) business slander 
D) bribery 
E) conspiracy

Question 17

The competition is using exaggerated claims to increase sales of its product.Should you make similar claims to build a stronger case for your product? This is an example of:

Accepted Answer

A) ethics dilemma. 
B) legal dilemma. 
C) let the buyer beware. 
D) marketing concept. 
E) unfair competition. 
A) ethics dilemma. 
B) legal dilemma. 
C) let the buyer beware. 
D) marketing concept. 
E) unfair competition.

Question 18

Laws which define what is legally proper serve as the best deterrent against unethical selling practices.

Accepted Answer

A) True 
 B)False

Question 19

Harold Timmons is in a position to close a large sale if he conceals certain information that the customer needs to make an intelligent buyer decision.His sales manager encourages him to withhold the information and says "You will not be breaking any law." In this case,the salesperson must be guided by the following ethical guideline:

Accepted Answer

A) the code of ethics established by the company should guide all ethical decisions 
B) caveat emptor 
C) the organization's moral tone is established primarily by salespeople who have daily customer contact 
D) a salesperson's ethical sense must extend beyond the legal definition of what is right and wrong 
E) the customer is king 
A) the code of ethics established by the company should guide all ethical decisions 
B) caveat emptor 
C) the organization's moral tone is established primarily by salespeople who have daily customer contact 
D) a salesperson's ethical sense must extend beyond the legal definition of what is right and wrong 
E) the customer is king

Question 20

The legislation which ensures consumers are protected and fosters a competitive environment is called:

Accepted Answer

A) Competition Act. 
B) Legislation 401. 
C) Industry Act. 
D) Canadian Code of Ethics. 
E) Anti-monopoly Legislation. 
A) Competition Act. 
B) Legislation 401. 
C) Industry Act. 
D) Canadian Code of Ethics. 
E) Anti-monopoly Legislation.

Which statement is accurate:

A sales person's ethics and values contribute more to sales success in the long-run than do techniques and strategies they may employ.

People with higher character strength tend to engage in unethical practices.

The Canadian legislation which covers issues such as bribery is called:

Business defamation consists of business slander,business libel,and _______.

Legislation which give customers an opportunity to reconsider a buying decision made under a salesperson's persuasive influence is called:

Amy watched her sales manager put a round of golf and dinner on his expense account.He told her that expenses of this nature were acceptable behaviour for management,but not reps.This is:

Respond to the statement: "Ethics are not a matter of law alone.A salesperson's ethical sense must extend beyond the legal definition of what is right or wrong."

The intention behind giving token gifts such as pens or key chains with company logos is to:

Business slander,business libel and product disparagement are all forms of:

A survey conducted by Newsweek suggests that the current generation of workers may be more tolerant of deception.

In Transactional sales,the customer considers the __________ as the most important element of the sale.

Which of the following statements about "cooling off" laws is correct?

An advantage of dealing with salespeople who belong to professional associations such as The Canadian Professional Sales Association (CPSA)is that; such salespeople have to agree to abide to the association's code of ethics.

Kickbacks and payoffs may be acceptable practices in one part of the world yet may be viewed as unethical practices elsewhere.

This form of business defamation arises when an unfair and untrue oral statement is made about a competitor.

The competition is using exaggerated claims to increase sales of its product.Should you make similar claims to build a stronger case for your product? This is an example of:

Laws which define what is legally proper serve as the best deterrent against unethical selling practices.

The legislation which ensures consumers are protected and fosters a competitive environment is called:

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

Which statement is accurate:

A sales person's ethics and values contribute more to sales success in the long-run than do techniques and strategies they may employ.

People with higher character strength tend to engage in unethical practices.

The Canadian legislation which covers issues such as bribery is called:

Business defamation consists of business slander,business libel,and _______.

Legislation which give customers an opportunity to reconsider a buying decision made under a salesperson's persuasive influence is called:

Amy watched her sales manager put a round of golf and dinner on his expense account.He told her that expenses of this nature were acceptable behaviour for management,but not reps.This is:

Respond to the statement: "Ethics are not a matter of law alone.A salesperson's ethical sense must extend beyond the legal definition of what is right or wrong."

The intention behind giving token gifts such as pens or key chains with company logos is to:

Business slander,business libel and product disparagement are all forms of:

A survey conducted by Newsweek suggests that the current generation of workers may be more tolerant of deception.

In Transactional sales,the customer considers the __________ as the most important element of the sale.

Which of the following statements about "cooling off" laws is correct?

An advantage of dealing with salespeople who belong to professional associations such as The Canadian Professional Sales Association (CPSA)is that; such salespeople have to agree to abide to the association's code of ethics.

Kickbacks and payoffs may be acceptable practices in one part of the world yet may be viewed as unethical practices elsewhere.

This form of business defamation arises when an unfair and untrue oral statement is made about a competitor.

The competition is using exaggerated claims to increase sales of its product.Should you make similar claims to build a stronger case for your product? This is an example of:

Laws which define what is legally proper serve as the best deterrent against unethical selling practices.

The legislation which ensures consumers are protected and fosters a competitive environment is called:

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