Question 1

In strategic alliance sales,the customer wants to trust which of the following?

Accepted Answer

A) a trustworthy product 
B) a trustworthy salesperson 
C) a trustworthy organization 
D) a trustworthy culture 
E) a trustworthy industry 
A) a trustworthy product 
B) a trustworthy salesperson 
C) a trustworthy organization 
D) a trustworthy culture 
E) a trustworthy industry

Question 2

The practice of reciprocity:

Accepted Answer

A) is beneficial to all parties involved 
B) is no longer legal in America 
C) results in improved competition among sales and marketing firms 
D) is illegal when one company pressures another company to join an agreement 
E) is another name for slander 
A) is beneficial to all parties involved 
B) is no longer legal in America 
C) results in improved competition among sales and marketing firms 
D) is illegal when one company pressures another company to join an agreement 
E) is another name for slander

Question 3

Withholding information:

Accepted Answer

A) is another name for reciprocity 
B) is legal and therefore ethical 
C) is only unethical if it is being done under duress 
D) is often the only logical course of action for a salesperson 
E) is tantmount to lying 
A) is another name for reciprocity 
B) is legal and therefore ethical 
C) is only unethical if it is being done under duress 
D) is often the only logical course of action for a salesperson 
E) is tantmount to lying

Question 4

The term "situational ethics" can apply to international business relationships,in which ethical behavior varies from culture to culture.Which statement expresses the complexity of international ethical situations?

Accepted Answer

A) A company that is unwilling to engage in unethical behavior should not do business internationally because they will not be able to complete business deals without breaching their ethics. 
B) A company should not be concerned about any actions it takes in countries that are not its own,as the local customs should determine what is ethical. 
C) A company may be willing to behave in ways that would be unethical in the United States but are ethical in the country in which they are doing business,but may be prevented from doing so by legal regulations. 
D) Most situations that seem to be complicated by differences in ethical standards are complicated by misunderstandings and other fallout from differing languages and communication styles. 
E) Situational ethics do not exist.Either a company and its employees behave ethically or they do not. 
A) A company that is unwilling to engage in unethical behavior should not do business internationally because they will not be able to complete business deals without breaching their ethics. 
B) A company should not be concerned about any actions it takes in countries that are not its own,as the local customs should determine what is ethical. 
C) A company may be willing to behave in ways that would be unethical in the United States but are ethical in the country in which they are doing business,but may be prevented from doing so by legal regulations. 
D) Most situations that seem to be complicated by differences in ethical standards are complicated by misunderstandings and other fallout from differing languages and communication styles. 
E) Situational ethics do not exist.Either a company and its employees behave ethically or they do not.

Question 5

Which of the following is a point of view that has eroded character in business?

Accepted Answer

A) Innovation and aggressive development of markets should be rewarded. 
B) Respect must be earned,not mandated. 
C) Corporations exist to maximize shareholder value. 
D) Integrity may not show immediate results but will eventualy return to you. 
E) Teamwork is a core value of successful companies. 
A) Innovation and aggressive development of markets should be rewarded. 
B) Respect must be earned,not mandated. 
C) Corporations exist to maximize shareholder value. 
D) Integrity may not show immediate results but will eventualy return to you. 
E) Teamwork is a core value of successful companies.

Question 6

Which of the following would be the least important deterrent to unethical behavior by salespeople?

Accepted Answer

A) Sales managers who model high ethical standards. 
B) National laws that curb unethical business practices and impose jail time for violations. 
C) Written company policies that spell out standards of"rightness" and"wrongness." 
D) Leaders within the company (top management)who model high ethical standards. 
E) Official position statements from industry oversight groups. 
A) Sales managers who model high ethical standards. 
B) National laws that curb unethical business practices and impose jail time for violations. 
C) Written company policies that spell out standards of"rightness" and"wrongness." 
D) Leaders within the company (top management)who model high ethical standards. 
E) Official position statements from industry oversight groups.

Question 7

Of the following practices,which of the following is most likely to be viewed by both salesperson and customer as unethical?

Accepted Answer

A) The salesperson gives the customer a cut glass paperweight with the company's name engraved on it at the end of December. 
B) A salesperson gives a potential customer tickets for front-row seats at a sold out concert of the potential customer's favorite singer. 
C) The company throws an annual party for its clients at company headquarters that includes a buffet and open bar. 
D) At a software convention,a software sales rep takes its top five clients out for dinner at an expensive steakhouse. 
E) A railway company gives all of its vendors a 20% discount on passenger rail services. 
A) The salesperson gives the customer a cut glass paperweight with the company's name engraved on it at the end of December. 
B) A salesperson gives a potential customer tickets for front-row seats at a sold out concert of the potential customer's favorite singer. 
C) The company throws an annual party for its clients at company headquarters that includes a buffet and open bar. 
D) At a software convention,a software sales rep takes its top five clients out for dinner at an expensive steakhouse. 
E) A railway company gives all of its vendors a 20% discount on passenger rail services.

Question 8

A majority of the states have passed legislation establishing a cooling-off period during which the consumer may void a contract to purchase goods and services.

Accepted Answer

A) True 
 B)False

Question 9

Yukie,a salesperson for a North American car manufacturer,told one of her prospects that Honda was being investigated in Japan for unfair labor practices.Although she had heard the rumor from someone else,she was confident it was false.Yukie is guilty of:

Accepted Answer

A) libel 
B) product disparagement 
C) reciprocity 
D) false advertising 
E) slander 
A) libel 
B) product disparagement 
C) reciprocity 
D) false advertising 
E) slander

Question 10

The major outcome of a business agreement based on reciprocity is a mutual exchange of benefits.

Accepted Answer

A) True 
 B)False

Question 11

In consultative sales,the customer wants to trust which of the following?

Accepted Answer

A) a trustworthy product 
B) a trustworthy salesperson 
C) a trustworthy organization 
D) a trustworthy culture 
E) a trustworthy industry 
A) a trustworthy product 
B) a trustworthy salesperson 
C) a trustworthy organization 
D) a trustworthy culture 
E) a trustworthy industry

Question 12

If you are not breaking the law,then you are acting in an ethical manner.

Accepted Answer

A) True 
 B)False

Question 13

Using the scheduling function of CRM software can help improve a salesperson's:

Accepted Answer

A) presentation skills 
B) accuracy 
C) trustworthiness 
D) memory 
E) grooming 
A) presentation skills 
B) accuracy 
C) trustworthiness 
D) memory 
E) grooming

Question 14

Ron is a sales rep selling internet meeting services.He is in an internet meeting sales call with Priya,a buyer for an enormous account.If she buys for her company,Ron will double his quota for the month.As they're engaging in small talk as they enter the meeting room,Priya mentions that she's a huge fan of the local college football team.Ron's wife works at that college,and can get season tickets for the games.What should Ron do?

Accepted Answer

A) Ron should ask Priya more about her interest in the football team to discover if she would be interested in the tickets or if she already has her own. 
B) Ron should ask his sales manager after the sales meeting if he should offer Priya tickets to the games. 
C) Ron should assume that by mentioning the team,Priya is subtly letting him know what her preferences are so that he can give her a gift to win her business. 
D) Ron should offer Priya season tickets to the games in hopes that this will influence her to like him and buy from him for her company. 
E) Ron should let the comment go and continue with the presentation to win Priya's business on the merits of the service and excellent pricing. 
A) Ron should ask Priya more about her interest in the football team to discover if she would be interested in the tickets or if she already has her own. 
B) Ron should ask his sales manager after the sales meeting if he should offer Priya tickets to the games. 
C) Ron should assume that by mentioning the team,Priya is subtly letting him know what her preferences are so that he can give her a gift to win her business. 
D) Ron should offer Priya season tickets to the games in hopes that this will influence her to like him and buy from him for her company. 
E) Ron should let the comment go and continue with the presentation to win Priya's business on the merits of the service and excellent pricing.

Question 15

In general,US ethical codes when doing business in foreign countries tend to be:

Accepted Answer

A) more accepting of bribery but less accepting of libel 
B) more accepting of libel but less accepting of bribery 
C) more relaxed than the codes of other countries 
D) the same as the codes of other countries 
E) stricter than the codes of other countries 
A) more accepting of bribery but less accepting of libel 
B) more accepting of libel but less accepting of bribery 
C) more relaxed than the codes of other countries 
D) the same as the codes of other countries 
E) stricter than the codes of other countries

Question 16

Cultural differences between the US and some foreign countries:

Accepted Answer

A) are not a factor in product marketing campaigns 
B) cannot be deciphered except by those who have lived in both countries for long periods of time 
C) make doing business internationaly nearly impossible 
D) increase communications-style bias between salespeople in the US 
E) cause salespeople to think customers are going to buy when they have no intention of buying 
A) are not a factor in product marketing campaigns 
B) cannot be deciphered except by those who have lived in both countries for long periods of time 
C) make doing business internationaly nearly impossible 
D) increase communications-style bias between salespeople in the US 
E) cause salespeople to think customers are going to buy when they have no intention of buying

Question 17

Ethical standards tend to filter down from the top of a business organization.

Accepted Answer

A) True 
 B)False

Question 18

If a potential client hints that they will give you a sale if you give them a gift,you should:

Accepted Answer

A) give the potential customer a gift 
B) tell your sales manager you are giving the customer a gift in exchange for the sale 
C) report this to your sales manager and ask for help turing the customer down 
D) report the customer to the Better Business Bureau or other oversight group 
E) refer the potential customer to another vendor who will participate in bribery 
A) give the potential customer a gift 
B) tell your sales manager you are giving the customer a gift in exchange for the sale 
C) report this to your sales manager and ask for help turing the customer down 
D) report the customer to the Better Business Bureau or other oversight group 
E) refer the potential customer to another vendor who will participate in bribery

Question 19

The major types of business defamation are business slander,business libel and ________ ________.

Accepted Answer

product di

Question 20

Product disparagement constitutes a type of business defamation.

Accepted Answer

A) True 
 B)False

In strategic alliance sales,the customer wants to trust which of the following?

The practice of reciprocity:

Withholding information:

The term "situational ethics" can apply to international business relationships,in which ethical behavior varies from culture to culture.Which statement expresses the complexity of international ethical situations?

Which of the following is a point of view that has eroded character in business?

Which of the following would be the least important deterrent to unethical behavior by salespeople?

Of the following practices,which of the following is most likely to be viewed by both salesperson and customer as unethical?

A majority of the states have passed legislation establishing a cooling-off period during which the consumer may void a contract to purchase goods and services.

Yukie,a salesperson for a North American car manufacturer,told one of her prospects that Honda was being investigated in Japan for unfair labor practices.Although she had heard the rumor from someone else,she was confident it was false.Yukie is guilty of:

The major outcome of a business agreement based on reciprocity is a mutual exchange of benefits.

In consultative sales,the customer wants to trust which of the following?

If you are not breaking the law,then you are acting in an ethical manner.

Using the scheduling function of CRM software can help improve a salesperson's:

In general,US ethical codes when doing business in foreign countries tend to be:

Cultural differences between the US and some foreign countries:

Ethical standards tend to filter down from the top of a business organization.

If a potential client hints that they will give you a sale if you give them a gift,you should:

The major types of business defamation are business slander,business libel and .

Product disparagement constitutes a type of business defamation.

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 a Prospect Base

Approaching the Customer With Adaptive Selling

Determining Customer Needs With a Consultative Questioning Strategy

Creating Value With the Consultative Demonstration

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

In strategic alliance sales,the customer wants to trust which of the following?

The practice of reciprocity:

Withholding information:

The term "situational ethics" can apply to international business relationships,in which ethical behavior varies from culture to culture.Which statement expresses the complexity of international ethical situations?

Which of the following is a point of view that has eroded character in business?

Which of the following would be the least important deterrent to unethical behavior by salespeople?

Of the following practices,which of the following is most likely to be viewed by both salesperson and customer as unethical?

A majority of the states have passed legislation establishing a cooling-off period during which the consumer may void a contract to purchase goods and services.

Yukie,a salesperson for a North American car manufacturer,told one of her prospects that Honda was being investigated in Japan for unfair labor practices.Although she had heard the rumor from someone else,she was confident it was false.Yukie is guilty of:

The major outcome of a business agreement based on reciprocity is a mutual exchange of benefits.

In consultative sales,the customer wants to trust which of the following?

If you are not breaking the law,then you are acting in an ethical manner.

Using the scheduling function of CRM software can help improve a salesperson's:

In general,US ethical codes when doing business in foreign countries tend to be:

Cultural differences between the US and some foreign countries:

Ethical standards tend to filter down from the top of a business organization.

If a potential client hints that they will give you a sale if you give them a gift,you should:

The major types of business defamation are business slander,business libel and ________ ________.

Product disparagement constitutes a type of business defamation.

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 a Prospect Base

Approaching the Customer With Adaptive Selling

Determining Customer Needs With a Consultative Questioning Strategy

Creating Value With the Consultative Demonstration

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

The major types of business defamation are business slander,business libel and .