Question 1

Which of the following statements about the international side of ethics is most likely true?

Accepted Answer

A)  Agents but not distributors for U.S. firms operating in foreign countries are required to comply with U.S. ethical standards. 
B)  Those parts of the world that do not conform to U.S. ethical standards are limited to just three geographic areas. 
C)  The vast majority of international companies have low ethical standards. 
D)  Ethics related to employees operating overseas are typically clear and consistent. 
E)  Every employee of a U.S. company is subject to U.S. law regardless of the country in which business is conducted. 
A)  Agents but not distributors for U.S. firms operating in foreign countries are required to comply with U.S. ethical standards. 
B)  Those parts of the world that do not conform to U.S. ethical standards are limited to just three geographic areas. 
C)  The vast majority of international companies have low ethical standards. 
D)  Ethics related to employees operating overseas are typically clear and consistent. 
E)  Every employee of a U.S. company is subject to U.S. law regardless of the country in which business is conducted.

Question 2

An individual in the pre-conventional stage of morality asks,"What can I get away with?"

Accepted Answer

A) True 
 B)False

Question 3

If the concept of ethics is so easy to understand,why do ethical dilemmas occur so frequently?

Accepted Answer

Ethics set standards as to what is good

Question 4

The Golden Rule of Selling requires people whose personal character is at level 2.

Accepted Answer

A) True 
 B)False

Question 5

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

Accepted Answer

A)  conventional moral maturity 
B)  point of convenient reference 
C)  directional code of ethics 
D)  fixed point of reference 
E)  frame of conventionality 
A)  conventional moral maturity 
B)  point of convenient reference 
C)  directional code of ethics 
D)  fixed point of reference 
E)  frame of conventionality

Question 6

Which of the following is LEAST likely an ethical issue faced by most sales managers?

Accepted Answer

A)  Employee rights 
B)  Sales territories 
C)  Sales pressure 
D)  Benefits flexibility 
E)  Personnel substance abuse 
A)  Employee rights 
B)  Sales territories 
C)  Sales pressure 
D)  Benefits flexibility 
E)  Personnel substance abuse

Question 7

Ethical behavior:

Accepted Answer

A)  refers to following the rules and treating others fairly. 
B)  refers to a firm's economic level of social responsibility. 
C)  assumes that the individual is operating at an unrestricted moral level. 
D)  assumes that human interactions are primarily reciprocal. 
E)  refers to the devotion to a generic religious or social principle. 
A)  refers to following the rules and treating others fairly. 
B)  refers to a firm's economic level of social responsibility. 
C)  assumes that the individual is operating at an unrestricted moral level. 
D)  assumes that human interactions are primarily reciprocal. 
E)  refers to the devotion to a generic religious or social principle.

Question 8

Paula considers herself to be a responsible person.She upholds moral and legal laws and conforms to the expectations of others.Paula is functioning at what level of moral development?

Accepted Answer

A)  Unrestricted 
B)  Principled 
C)  Mature 
D)  Conventional 
E)  Preconventional 
A)  Unrestricted 
B)  Principled 
C)  Mature 
D)  Conventional 
E)  Preconventional

Question 9

Donna buys two laptop computers for $2,000.Jackson buys 15 units of the same laptop computer for $12,000.This selling situation provides evidence for price discrimination.

Accepted Answer

A) True 
 B)False

Question 10

What steps can a company take to ensure that it maintains an ethical environment?

Accepted Answer

Managers must take active steps to ensur

Question 11

General statements of principle are often called:

Accepted Answer

A)  code of ethics. 
B)  corporate credos. 
C)  points of reference. 
D)  cooperative acceptance. 
E)  cooling-off laws. 
A)  code of ethics. 
B)  corporate credos. 
C)  points of reference. 
D)  cooperative acceptance. 
E)  cooling-off laws.

Question 12

Cooling-off laws apply only to:

Accepted Answer

A)  sales made in out-of-town offices, regardless of value. 
B)  sales that include verbal guarantees. 
C)  sales over $25 made door-to-door. 
D)  sales over $50 made in hometown offices. 
E)  sales over $100 made in hometown offices. 
A)  sales made in out-of-town offices, regardless of value. 
B)  sales that include verbal guarantees. 
C)  sales over $25 made door-to-door. 
D)  sales over $50 made in hometown offices. 
E)  sales over $100 made in hometown offices.

Question 13

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

Accepted Answer

A)  Bribes always involve money. 
B)  Bribery accounts for more than half of all white-collar crimes in the U.S. 
C)  Commissioned salespeople cannot be bribed because of the commission system. 
D)  The difference between a business gift and a bribe is quite clear. 
E)  Bar bills, meals, and entertainment are always considered bribes. 
A)  Bribes always involve money. 
B)  Bribery accounts for more than half of all white-collar crimes in the U.S. 
C)  Commissioned salespeople cannot be bribed because of the commission system. 
D)  The difference between a business gift and a bribe is quite clear. 
E)  Bar bills, meals, and entertainment are always considered bribes.

Question 14

An ethics committee is typically:

Accepted Answer

A)  composed of employees from all functional areas and managerial levels. 
B)  a nonessential organization in multinational corporations. 
C)  assigned the task of writing employee handbooks. 
D)  responsible for disciplining wrongdoers. 
E)  charged with eliminating ethical dilemmas. 
A)  composed of employees from all functional areas and managerial levels. 
B)  a nonessential organization in multinational corporations. 
C)  assigned the task of writing employee handbooks. 
D)  responsible for disciplining wrongdoers. 
E)  charged with eliminating ethical dilemmas.

Question 15

Discuss "termination-at-will" as it relates to employee rights.

Accepted Answer

In the early and mid twentieth century,t

Question 16

The ethical behavior of an employee is influenced by managers,co-workers,and the organization.

Accepted Answer

A) True 
 B)False

Question 17

All of the following are characteristics of ethical behavior EXCEPT:

Accepted Answer

A)  being honest with customers. 
B)  following company policies. 
C)  showing loyalty to co-workers. 
D)  treating customers and peers fairly. 
E)  maintaining personal sales goals. 
A)  being honest with customers. 
B)  following company policies. 
C)  showing loyalty to co-workers. 
D)  treating customers and peers fairly. 
E)  maintaining personal sales goals.

Question 18

Which of the following statements,if false,would most likely have legal consequences?

Accepted Answer

A)  "You're going to love this new mattress!" 
B)  "We are the metropolitan area's low price leader." 
C)  "We offer a 100 percent order-fill rate; you'll never experience a back-order." 
D)  "Our employees have extensive training in how to pamper our customers." 
E)  "Your own mother can't care for you as well as our staff!" 
A)  "You're going to love this new mattress!" 
B)  "We are the metropolitan area's low price leader." 
C)  "We offer a 100 percent order-fill rate; you'll never experience a back-order." 
D)  "Our employees have extensive training in how to pamper our customers." 
E)  "Your own mother can't care for you as well as our staff!"

Question 19

An ethics ombudsperson:

Accepted Answer

A)  is also called a whistle-blower. 
B)  writes the company's code of ethics. 
C)  interacts with stakeholders on a daily basis. 
D)  handles all negative publicity for an organization. 
E)  officially assumes the role of corporate conscience. 
A)  is also called a whistle-blower. 
B)  writes the company's code of ethics. 
C)  interacts with stakeholders on a daily basis. 
D)  handles all negative publicity for an organization. 
E)  officially assumes the role of corporate conscience.

Question 20

A sales executive makes decisions based upon what her boss says is right; this person is at the principled level of moral development.

Accepted Answer

A) True 
 B)False

Which of the following statements about the international side of ethics is most likely true?

An individual in the pre-conventional stage of morality asks,"What can I get away with?"

If the concept of ethics is so easy to understand,why do ethical dilemmas occur so frequently?

The Golden Rule of Selling requires people whose personal character is at level 2.

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

Which of the following is LEAST likely an ethical issue faced by most sales managers?

Ethical behavior:

Paula considers herself to be a responsible person.She upholds moral and legal laws and conforms to the expectations of others.Paula is functioning at what level of moral development?

Donna buys two laptop computers for $2,000.Jackson buys 15 units of the same laptop computer for $12,000.This selling situation provides evidence for price discrimination.

What steps can a company take to ensure that it maintains an ethical environment?

General statements of principle are often called:

Cooling-off laws apply only to:

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

An ethics committee is typically:

Discuss "termination-at-will" as it relates to employee rights.

The ethical behavior of an employee is influenced by managers,co-workers,and the organization.

All of the following are characteristics of ethical behavior EXCEPT:

Which of the following statements,if false,would most likely have legal consequences?

An ethics ombudsperson:

A sales executive makes decisions based upon what her boss says is right; this person is at the principled level of moral development.

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

Which of the following statements about the international side of ethics is most likely true?

An individual in the pre-conventional stage of morality asks,"What can I get away with?"

If the concept of ethics is so easy to understand,why do ethical dilemmas occur so frequently?

The Golden Rule of Selling requires people whose personal character is at level 2.

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

Which of the following is LEAST likely an ethical issue faced by most sales managers?

Ethical behavior:

Paula considers herself to be a responsible person.She upholds moral and legal laws and conforms to the expectations of others.Paula is functioning at what level of moral development?

Donna buys two laptop computers for $2,000.Jackson buys 15 units of the same laptop computer for $12,000.This selling situation provides evidence for price discrimination.

What steps can a company take to ensure that it maintains an ethical environment?

General statements of principle are often called:

Cooling-off laws apply only to:

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

An ethics committee is typically:

Discuss "termination-at-will" as it relates to employee rights.

The ethical behavior of an employee is influenced by managers,co-workers,and the organization.

All of the following are characteristics of ethical behavior EXCEPT:

Which of the following statements,if false,would most likely have legal consequences?

An ethics ombudsperson:

A sales executive makes decisions based upon what her boss says is right; this person is at the principled level of moral development.

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