A) should be variable from company to company B) can and should be taught by universities and corporations C) are only important to 90 percent of salespeople D) are taught during childhood and cannot be changed significantly later on E) have changed in meaning over the past twenty years A) should be variable from company to company B) can and should be taught by universities and corporations C) are only important to 90 percent of salespeople D) are taught during childhood and cannot be changed significantly later on E) have changed in meaning over the past twenty years

Exam 5: Ethics: the Foundation for Relationships in Selling

Daniel Santiago has just taken a job as a sales rep with a family-owned company that uses its ethics as part of its marketing campaign with the slogan,"Without integrity,service means nothing." After calling on several clients,however,he discovers that the sales rep who previously had his territory was giving kickbacks to customers in exchange for exclusive contracts with the company.Daniel is fairly certain that his sales manager is not aware of this arrangement.What should Daniel do?

(Multiple Choice)

4.9/5

(76)

Question 41

In transactional sales,unethical behavior tends to be straightforward and immediate,such as discounting,giving kickbacks,or exaggerating quality or features.In consultative and strategic alliance sales,unethical behavior can be more complex and may develop over time.Which of the following would be an example of more complex unethical behavior?

(Multiple Choice)

4.8/5

(60)

Question 42

Reciprocity is sometimes,but not always,unethical behavior.Which of the following situations is an example of reciprocity which is unethical behavior?

(Multiple Choice)

4.7/5

(76)

Question 43

An American company has been working on a business deal in a developing nation.This deal will open an entirely new market to the American company,and will increase stability in the local economy and provide jobs to thousands of local workers.When the deal reaches the final phases,the local government asks for a sizable bribe from the American company to move forward with the proper permits to continue with the project.Which of the following is the proper analysis of the situation?

(Multiple Choice)

4.9/5

(86)

Question 44

Which of the following would be most helpful to salespeople in dealing with bribery?

(Multiple Choice)

4.9/5

(85)

Question 45

The National Association of Sales Professionals (NASP)has published a list of ten Standards of Professional Conduct.List and explain five.

(Essay)

4.7/5

(78)

Question 46

It is easy to understand that when a salesperson does what she says she will do for the customer,that creates a relationship of trust that can lead to a strong sales relationship.There are some unethical behaviors,however,that actually benefit the customer.How is it possible that a behavior that benefits the customer will ultimately erode trust?

(Multiple Choice)

4.9/5

(83)

Question 47

Culture is the sum total of beliefs,values,knowledge,ethnic customs,and objects that people use to adapt to their environment.

(True/False)

4.8/5

(87)

Question 48

Kickbacks and payoffs may be acceptable practices to the vice president of sales and marketing,yet may be viewed as unethical by members of the sales force,the board of directors,investors,and the general public.

(True/False)

4.8/5

(88)

Question 49

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 do?

(Multiple Choice)

5.0/5

(89)

Question 50

Which statement best reflects the"Responsibility to Clients" section of NASP's Standards of Professional Conduct?

(Multiple Choice)

4.7/5

(87)

Question 51

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 defamation called

(Multiple Choice)

4.9/5

(86)

Question 52

A company that focuses primarily on stock prices,profits,and dividends to shareholders is likely to have which of the following outcomes?

(Multiple Choice)

4.9/5

(84)

Question 53

The primary focus of trust in transactional sales is trust in the person who sells the product.

(True/False)

4.8/5

(79)

Question 54

Business ethics:

(Multiple Choice)

4.9/5

(79)

Question 55

It is almost impossible for management to develop guidelines for sales personnel regarding the giving of gifts to customers.

(True/False)

5.0/5

(79)

Question 56

Which of the following is most useful in guiding a salesperson in ethical behavior?

(Multiple Choice)

4.9/5

(96)

Question 57

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

(Multiple Choice)

4.8/5

(83)

Question 58

According to the author of Integrity Selling®,which of the following statements about values is true?

(Multiple Choice)

4.8/5

(67)

Question 59

Which of the following would be the best application of principles regarding gift giving to customers?

(Multiple Choice)

4.9/5

(80)

Question 60

Showing 41 - 60 of 67

Reciprocity is sometimes,but not always,unethical behavior.Which of the following situations is an example of reciprocity which is unethical behavior?

Which of the following would be most helpful to salespeople in dealing with bribery?

The National Association of Sales Professionals (NASP)has published a list of ten Standards of Professional Conduct.List and explain five.

Culture is the sum total of beliefs,values,knowledge,ethnic customs,and objects that people use to adapt to their environment.

Kickbacks and payoffs may be acceptable practices to the vice president of sales and marketing,yet may be viewed as unethical by members of the sales force,the board of directors,investors,and the general public.

Which statement best reflects the"Responsibility to Clients" section of NASP's Standards of Professional Conduct?

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 defamation called

A company that focuses primarily on stock prices,profits,and dividends to shareholders is likely to have which of the following outcomes?

The primary focus of trust in transactional sales is trust in the person who sells the product.

Business ethics:

It is almost impossible for management to develop guidelines for sales personnel regarding the giving of gifts to customers.

Which of the following is most useful in guiding a salesperson in ethical behavior?

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

According to the author of Integrity Selling®,which of the following statements about values is true?

Which of the following would be the best application of principles regarding gift giving to customers?

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