A) Obeying the Golden Rule of Sales B) Creating win-win buying situations C) Sharing competitive intelligence with peers in the same industry D) Buying a product from someone if that person agrees to buy from you E) A mutually-beneficial buying situation that does not lessen competition A) Obeying the Golden Rule of Sales B) Creating win-win buying situations C) Sharing competitive intelligence with peers in the same industry D) Buying a product from someone if that person agrees to buy from you E) A mutually-beneficial buying situation that does not lessen competition

Exam 3: Ethics First Then Customer Relationships

Suzanne,a sales representative at MedEx,a pharmaceutical firm,was being sexually harassed by her manager,Phil.After Suzanne refused to submit to Phil's advances,he threatened to fire her.Suzanne can most likely sue MedEx based on which type of sexual harassment?

(Multiple Choice)

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(83)

Question 21

Which of the following questions would most likely be asked by a person at the principled level of moral development?

(Multiple Choice)

4.9/5

(83)

Question 22

Green River ordinances require that industrial salespeople who sell complex machineries to organizations be licensed before approaching customers.

(True/False)

4.8/5

(68)

Question 23

According to a survey of adult Americans,people are most likely to base ethical and moral decisions on:

(Multiple Choice)

4.9/5

(82)

Question 24

Morals refer to people's adherence to right or wrong behavior and right or wrong thinking.

(True/False)

4.9/5

(69)

Question 25

A person who engages in whistle-blowing is called an ethics ombudsperson.

(True/False)

4.8/5

(80)

Question 26

Multiple world religions adhere to the Golden Rule.

(True/False)

4.8/5

(74)

Question 27

Which of the following terms refers to an extra-large customer that generates significantly more revenue for a salesperson than other customers?

(Multiple Choice)

4.7/5

(87)

Question 28

What are the three levels of moral development? At what level do most salespeople operate?

(Essay)

4.9/5

(85)

Question 29

What are some common ethical situations that occur between salespeople and customers? What control systems can an employer implement to create an ethical sales climate?

(Essay)

4.9/5

(73)

Question 30

According to surveys,which of the following statements about how managers view sales ethics is true?

(Multiple Choice)

5.0/5

(85)

Question 31

All of the following are involved in the majority of sales people's ethical issues EXCEPT:

(Multiple Choice)

4.8/5

(82)

Question 32

According to the text,modern corporations seek salespeople with all of the following characteristics EXCEPT:

(Multiple Choice)

4.8/5

(83)

Question 33

Which of the following statements about misrepresentation is most likely true?

(Multiple Choice)

4.9/5

(76)

Question 34

A company decides to split one of its high-performing territories into two.The company has also decided to retain the existing salesperson for working in one of the territories and to appoint a new salesperson for the other.This decision would most likely result in the unethical treatment of:

(Multiple Choice)

4.7/5

(81)

Question 35

What is reciprocity?

(Multiple Choice)

4.7/5

(78)

Question 36

If sales personnel loosely describe their product or service in glowing terms,the law treats these comments as statements of fact and warranties.

(True/False)

4.8/5

(78)

Question 37

According to the text,why do most employees in organizations succumb to questionable ethical standards or only follow formal policies?

(Multiple Choice)

4.8/5

(84)

Question 38

A cooling-off law gives the buyer three weeks to cancel the contract,return any merchandise,and obtain a full refund.

(True/False)

4.9/5

(81)

Question 39

A fixed point of reference refers to something that provides the correct action to take in any situation and never gets tailored to fit an occasion.

(True/False)

4.9/5

(74)

Question 40

Showing 21 - 40 of 100

Suzanne,a sales representative at MedEx,a pharmaceutical firm,was being sexually harassed by her manager,Phil.After Suzanne refused to submit to Phil's advances,he threatened to fire her.Suzanne can most likely sue MedEx based on which type of sexual harassment?

Which of the following questions would most likely be asked by a person at the principled level of moral development?

Green River ordinances require that industrial salespeople who sell complex machineries to organizations be licensed before approaching customers.

According to a survey of adult Americans,people are most likely to base ethical and moral decisions on:

Morals refer to people's adherence to right or wrong behavior and right or wrong thinking.

A person who engages in whistle-blowing is called an ethics ombudsperson.

Multiple world religions adhere to the Golden Rule.

Which of the following terms refers to an extra-large customer that generates significantly more revenue for a salesperson than other customers?

What are the three levels of moral development? At what level do most salespeople operate?

What are some common ethical situations that occur between salespeople and customers? What control systems can an employer implement to create an ethical sales climate?

According to surveys,which of the following statements about how managers view sales ethics is true?

All of the following are involved in the majority of sales people's ethical issues EXCEPT:

According to the text,modern corporations seek salespeople with all of the following characteristics EXCEPT:

Which of the following statements about misrepresentation is most likely true?

A company decides to split one of its high-performing territories into two.The company has also decided to retain the existing salesperson for working in one of the territories and to appoint a new salesperson for the other.This decision would most likely result in the unethical treatment of:

What is reciprocity?

If sales personnel loosely describe their product or service in glowing terms,the law treats these comments as statements of fact and warranties.

According to the text,why do most employees in organizations succumb to questionable ethical standards or only follow formal policies?

A cooling-off law gives the buyer three weeks to cancel the contract,return any merchandise,and obtain a full refund.

A fixed point of reference refers to something that provides the correct action to take in any situation and never gets tailored to fit an occasion.

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

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