Question 1

An ethical dilemma arises in a situation when each alternative choice has some undesirable elements due to potentially negative ethical consequences.

Accepted Answer

A) True 
 B)False  True

Question 2

Eldon Hensley is a sales representative at Amass Innovations,a firm that manufactures tankless water heating systems.He gives travel certificates and gifts to purchasing executives who buy numerous products from him.This is an example of bribing.

Accepted Answer

A) True 
 B)False  True

Question 3

What is a code of ethics? Describe the two types of codes of ethics.

Accepted Answer

A code of ethics is a formal statement of the company's values concerning ethics and social issues.It states those values or behaviors that are expected and those that are not tolerated.The two types of codes of ethics are principle-based statements and policy-based statements.Principle-based statements are designed to affect corporate culture,define fundamental values,and contain general language about company responsibilities,quality of products,and treatment of employees.Policy-based statements generally outline the procedures to be used in specific ethical situations.These situations include marketing practice,conflicts of interest,observance of laws,proprietary information,political gifts,and equal opportunities.

Question 4

Which of the following sales personnel activities is considered ethically acceptable?

Accepted Answer

A)  Splitting commissions with fellow employees to win a sales contest 
B)  Taking a family vacation and writing it off on an expense account 
C)  Working a second job during company time to earn additional income 
D)  Calling in sick to prepare for a test in a college course later in the day 
E)  Giving a $10 dollar gift to a $10,000 customer 
A)  Splitting commissions with fellow employees to win a sales contest 
B)  Taking a family vacation and writing it off on an expense account 
C)  Working a second job during company time to earn additional income 
D)  Calling in sick to prepare for a test in a college course later in the day 
E)  Giving a $10 dollar gift to a $10,000 customer

Question 5

Control systems that monitor and penalize the ethical behavior of salespeople are a useful tool in creating an ethical work environment.

Accepted Answer

A) True 
 B)False

Question 6

If management decides to increase the number of territories in a state,there is a possibility the earnings of the salespeople working that state will decrease.

Accepted Answer

A) True 
 B)False

Question 7

Cooling-off laws:

Accepted Answer

A)  are meant to protect customers and are not limited by time. 
B)  allow sellers to conceal sensitive information about products. 
C)  are not applicable to low-value goods or door-to-door sales. 
D)  have been adopted in all fifty states. 
E)  allow time buyers to cancel contracts. 
A)  are meant to protect customers and are not limited by time. 
B)  allow sellers to conceal sensitive information about products. 
C)  are not applicable to low-value goods or door-to-door sales. 
D)  have been adopted in all fifty states. 
E)  allow time buyers to cancel contracts.

Question 8

Customers can recover damages on the grounds of breach of warranty and other contractual breach; however,customers cannot recover damages in cases of misrepresentation.

Accepted Answer

A) True 
 B)False

Question 9

Jason Montgomery,a hospital administrator in Montana,lodged a complaint against the hospital owners when he was asked to keep two sets of accounting records so that the hospital could reduce its tax liability.Montgomery was engaged in:

Accepted Answer

A)  preconventional moral development. 
B)  ethical declarations of wrongdoing. 
C)  consensual reporting. 
D)  whistle-blowing. 
E)  reciprocity. 
A)  preconventional moral development. 
B)  ethical declarations of wrongdoing. 
C)  consensual reporting. 
D)  whistle-blowing. 
E)  reciprocity.

Question 10

When a company determines that one of its sales staff has an addiction which affects his work,it would be most ethical for the company to:

Accepted Answer

A)  terminate the employee to convey a message to other employees. 
B)  punish the employee with a salary cut and demotion. 
C)  encourage the employee to seek professional help. 
D)  encourage the employee to take a leave of absence. 
E)  file a lawsuit against the employee to cover the liability. 
A)  terminate the employee to convey a message to other employees. 
B)  punish the employee with a salary cut and demotion. 
C)  encourage the employee to seek professional help. 
D)  encourage the employee to take a leave of absence. 
E)  file a lawsuit against the employee to cover the liability.

Question 11

Generally,the more knowledgeable the customer,the greater the chances the court will interpret an incorrect statement by a salesperson as an actionable misrepresentation rather than as sales puffery.

Accepted Answer

A) True 
 B)False

Question 12

According to the text,your conscience is usually not the best guide for making moral and ethical decisions because it:

Accepted Answer

A)  is at the conventional level. 
B)  remains too stationary. 
C)  changes based on the situation. 
D)  is too distant from the circumstances. 
E)  relies on conflicting belief systems. 
A)  is at the conventional level. 
B)  remains too stationary. 
C)  changes based on the situation. 
D)  is too distant from the circumstances. 
E)  relies on conflicting belief systems.

Question 13

A salesperson has been given the intellectual property of a competitor.The salesperson,who is uncertain how to handle the situation,seeks the guidance of an attorney.The salesperson is most likely operating at which level of moral development?

Accepted Answer

A)  Philanthropic 
B)  Principled 
C)  Conventional 
D)  Restricted 
E)  Preconventional 
A)  Philanthropic 
B)  Principled 
C)  Conventional 
D)  Restricted 
E)  Preconventional

Question 14

The single most important factor in improving the climate for ethical behavior in a sales force is the existence of a detailed code of ethics.

Accepted Answer

A) True 
 B)False

Question 15

Imagine you sell automobiles.Develop a statement that is clearly an example of puffery.Develop a statement that could be interpreted as misrepresentation.What conditions would make this assignment easier?

Accepted Answer

Puffery refers to the opinions that sale

Question 16

If a video game manufacturer required its resellers to stock a line of games based on the financially-disappointing movie War of the Worlds in order to carry games based on the popular TV show Survivor,it would be an example of:

Accepted Answer

A)  misrepresentation. 
B)  a tie-in sale. 
C)  reciprocal selling. 
D)  a Green River dealership. 
E)  discriminatory selling. 
A)  misrepresentation. 
B)  a tie-in sale. 
C)  reciprocal selling. 
D)  a Green River dealership. 
E)  discriminatory selling.

Question 17

Today employers have the right to terminate salespeople for poor performance,excessive absenteeism,unsafe conduct,and poor organizational citizenship.

Accepted Answer

A) True 
 B)False

Question 18

A(n)_____ would tell Quinton that he should return unauthorized competitive information to its owner without examining it,even though the information would more than likely result in a large commission for Quinton.

Accepted Answer

A)  fixed point of reference 
B)  employee rights clause 
C)  mandatory cooling off period 
D)  preconventional moral maturity 
E)  directional code of ethics 
A)  fixed point of reference 
B)  employee rights clause 
C)  mandatory cooling off period 
D)  preconventional moral maturity 
E)  directional code of ethics

Question 19

Cooperative acceptance supports:

Accepted Answer

A)  termination of employees at the will of the employer. 
B)  the right of the employees to be free of sexual harassment. 
C)  price discrimination as a legal activity. 
D)  free market competition which benefits consumers. 
E)  the ethical treatment of employees with drug or alcohol addictions. 
A)  termination of employees at the will of the employer. 
B)  the right of the employees to be free of sexual harassment. 
C)  price discrimination as a legal activity. 
D)  free market competition which benefits consumers. 
E)  the ethical treatment of employees with drug or alcohol addictions.

Question 20

Which of the following would most likely trigger an ethical dilemma?

Accepted Answer

A)  Excessively codified ethical standards 
B)  Culturally different business practices 
C)  Long-term organizational loyalties 
D)  Productivity-based bonuses 
E)  Detail sales representatives 
A)  Excessively codified ethical standards 
B)  Culturally different business practices 
C)  Long-term organizational loyalties 
D)  Productivity-based bonuses 
E)  Detail sales representatives

An ethical dilemma arises in a situation when each alternative choice has some undesirable elements due to potentially negative ethical consequences.

Eldon Hensley is a sales representative at Amass Innovations,a firm that manufactures tankless water heating systems.He gives travel certificates and gifts to purchasing executives who buy numerous products from him.This is an example of bribing.

What is a code of ethics? Describe the two types of codes of ethics.

Which of the following sales personnel activities is considered ethically acceptable?

Control systems that monitor and penalize the ethical behavior of salespeople are a useful tool in creating an ethical work environment.

If management decides to increase the number of territories in a state,there is a possibility the earnings of the salespeople working that state will decrease.

Cooling-off laws:

Customers can recover damages on the grounds of breach of warranty and other contractual breach; however,customers cannot recover damages in cases of misrepresentation.

Jason Montgomery,a hospital administrator in Montana,lodged a complaint against the hospital owners when he was asked to keep two sets of accounting records so that the hospital could reduce its tax liability.Montgomery was engaged in:

When a company determines that one of its sales staff has an addiction which affects his work,it would be most ethical for the company to:

Generally,the more knowledgeable the customer,the greater the chances the court will interpret an incorrect statement by a salesperson as an actionable misrepresentation rather than as sales puffery.

According to the text,your conscience is usually not the best guide for making moral and ethical decisions because it:

A salesperson has been given the intellectual property of a competitor.The salesperson,who is uncertain how to handle the situation,seeks the guidance of an attorney.The salesperson is most likely operating at which level of moral development?

The single most important factor in improving the climate for ethical behavior in a sales force is the existence of a detailed code of ethics.

Imagine you sell automobiles.Develop a statement that is clearly an example of puffery.Develop a statement that could be interpreted as misrepresentation.What conditions would make this assignment easier?

If a video game manufacturer required its resellers to stock a line of games based on the financially-disappointing movie War of the Worlds in order to carry games based on the popular TV show Survivor,it would be an example of:

Today employers have the right to terminate salespeople for poor performance,excessive absenteeism,unsafe conduct,and poor organizational citizenship.

A(n)_____ would tell Quinton that he should return unauthorized competitive information to its owner without examining it,even though the information would more than likely result in a large commission for Quinton.

Cooperative acceptance supports:

Which of the following would most likely trigger an ethical dilemma?

The Life, Times, and Career of the Professional Salesperson

Relationship Marketing: Where Personal Selling Fits

The Psychology of Selling: Why People Buy

Communication for Relationship Building: Its Not All Talk

Sales Knowledge: Customers, Products, technologies

Prospecting the Lifeblood of Selling

Planning the Sales Call Is a Must

Carefully Select Which Sales Presentation Method to Use

Begin Your Presentation Strategically

Elements of a Great Sales Presentation

Welcome Your Prospects Objections

Closing Begins the Relationship

Service and Follow-Up for Customer Retention

Time, Territory, and Self-Management: Keys to Success

Planning, Staffing, and Training Successful Salespeople

Motivation, Compensation, Leadership, and Evaluation of Salespeople

Filters

Exam 3: Ethics First Then Customer Relationships

An ethical dilemma arises in a situation when each alternative choice has some undesirable elements due to potentially negative ethical consequences.

Eldon Hensley is a sales representative at Amass Innovations,a firm that manufactures tankless water heating systems.He gives travel certificates and gifts to purchasing executives who buy numerous products from him.This is an example of bribing.

What is a code of ethics? Describe the two types of codes of ethics.

Which of the following sales personnel activities is considered ethically acceptable?

Control systems that monitor and penalize the ethical behavior of salespeople are a useful tool in creating an ethical work environment.

If management decides to increase the number of territories in a state,there is a possibility the earnings of the salespeople working that state will decrease.

Cooling-off laws:

Customers can recover damages on the grounds of breach of warranty and other contractual breach; however,customers cannot recover damages in cases of misrepresentation.

Jason Montgomery,a hospital administrator in Montana,lodged a complaint against the hospital owners when he was asked to keep two sets of accounting records so that the hospital could reduce its tax liability.Montgomery was engaged in:

When a company determines that one of its sales staff has an addiction which affects his work,it would be most ethical for the company to:

Generally,the more knowledgeable the customer,the greater the chances the court will interpret an incorrect statement by a salesperson as an actionable misrepresentation rather than as sales puffery.

According to the text,your conscience is usually not the best guide for making moral and ethical decisions because it:

A salesperson has been given the intellectual property of a competitor.The salesperson,who is uncertain how to handle the situation,seeks the guidance of an attorney.The salesperson is most likely operating at which level of moral development?

The single most important factor in improving the climate for ethical behavior in a sales force is the existence of a detailed code of ethics.

Imagine you sell automobiles.Develop a statement that is clearly an example of puffery.Develop a statement that could be interpreted as misrepresentation.What conditions would make this assignment easier?

If a video game manufacturer required its resellers to stock a line of games based on the financially-disappointing movie War of the Worlds in order to carry games based on the popular TV show Survivor,it would be an example of:

Today employers have the right to terminate salespeople for poor performance,excessive absenteeism,unsafe conduct,and poor organizational citizenship.

A(n)_____ would tell Quinton that he should return unauthorized competitive information to its owner without examining it,even though the information would more than likely result in a large commission for Quinton.

Cooperative acceptance supports:

Which of the following would most likely trigger an ethical dilemma?

The Life, Times, and Career of the Professional Salesperson

Relationship Marketing: Where Personal Selling Fits

The Psychology of Selling: Why People Buy

Communication for Relationship Building: Its Not All Talk

Sales Knowledge: Customers, Products, technologies

Prospecting the Lifeblood of Selling

Planning the Sales Call Is a Must

Carefully Select Which Sales Presentation Method to Use

Begin Your Presentation Strategically

Elements of a Great Sales Presentation

Welcome Your Prospects Objections

Closing Begins the Relationship

Service and Follow-Up for Customer Retention

Time, Territory, and Self-Management: Keys to Success

Planning, Staffing, and Training Successful Salespeople

Motivation, Compensation, Leadership, and Evaluation of Salespeople

Filters