Question 1

A Green River ordinance states that:

Accepted Answer

A)  door-to-door sales are illegal unless being made for nonprofit organizations like schools and Girl Scouts. 
B)  door-to-door salespersons who are not residents of the city in which they do business must purchase sales licenses. 
C)  all persons selling directly to consumers must pay a bond. 
D)  door-to-door sales are not allowed within city limits. 
E)  all salespeople in a city must obtain a sales license. 
A)  door-to-door sales are illegal unless being made for nonprofit organizations like schools and Girl Scouts. 
B)  door-to-door salespersons who are not residents of the city in which they do business must purchase sales licenses. 
C)  all persons selling directly to consumers must pay a bond. 
D)  door-to-door sales are not allowed within city limits. 
E)  all salespeople in a city must obtain a sales license.

Question 2

Which of the following laws allows sellers to grant quantity discounts to larger buyers based on savings in manufacturing costs?

Accepted Answer

A)  Clayton Act 
B)  Cooling-off laws 
C)  Robinson-Patman Act 
D)  Green River ordinances 
E)  Civil Rights Act 
A)  Clayton Act 
B)  Cooling-off laws 
C)  Robinson-Patman Act 
D)  Green River ordinances 
E)  Civil Rights Act

Question 3

Which of the following occurs when the right or wrong decision cannot be clearly identified?

Accepted Answer

A)  Ethical standardization 
B)  Immoral behavior 
C)  Sales pressure 
D)  Ethical dilemma 
E)  Social responsibility 
A)  Ethical standardization 
B)  Immoral behavior 
C)  Sales pressure 
D)  Ethical dilemma 
E)  Social responsibility

Question 4

The person who operates at the _____ level of moral development would adhere to the Golden Rule of Selling.

Accepted Answer

A)  intentional 
B)  principled 
C)  conventional 
D)  discretionary 
E)  preconventional 
A)  intentional 
B)  principled 
C)  conventional 
D)  discretionary 
E)  preconventional

Question 5

An individual operating in the _____ level of moral development would disobey orders,laws,and consequences to follow personal ethics and values.

Accepted Answer

A)  voluntary 
B)  principled 
C)  conventional 
D)  habitual 
E)  preconventional 
A)  voluntary 
B)  principled 
C)  conventional 
D)  habitual 
E)  preconventional

Question 6

Which term refers to giving some customers promotional allowances and support while not making other customers aware of such opportunities?

Accepted Answer

A)  Customer discrimination 
B)  Selective discounting 
C)  Price discrimination 
D)  Exclusive dealing 
E)  Functional discounting 
A)  Customer discrimination 
B)  Selective discounting 
C)  Price discrimination 
D)  Exclusive dealing 
E)  Functional discounting

Question 7

Sales representatives at the preconventional moral development level would most likely be unconcerned about lying to customers if getting caught was unlikely.

Accepted Answer

A) True 
 B)False

Question 8

Most sales people operate at the conventional level of moral development.

Accepted Answer

A) True 
 B)False

Question 9

What factors shape a person's belief system?

Accepted Answer

Personality,religious backgrou

Question 10

A salesperson can minimize exposure to costly misrepresentation and breach of warranty lawsuits if the salesperson:

Accepted Answer

A)  never negotiates. 
B)  avoids win-win sales situations. 
C)  never sells customers more than they want. 
D)  thoroughly educates customers before making a sale. 
E)  offers opinions when customers ask what results to expect from a product. 
A)  never negotiates. 
B)  avoids win-win sales situations. 
C)  never sells customers more than they want. 
D)  thoroughly educates customers before making a sale. 
E)  offers opinions when customers ask what results to expect from a product.

Question 11

Principle-based statements generally outline the procedures to be used in specific ethical situations.

Accepted Answer

A) True 
 B)False

Question 12

Integrity,trust,and character are the building blocks of a Golden Rule salesperson's values.

Accepted Answer

A) True 
 B)False

Question 13

The world views and belief systems of employees from the same country are typically identical.

Accepted Answer

A) True 
 B)False

Question 14

In most cases,an individual's moral development becomes increasingly mature.

Accepted Answer

A) True 
 B)False

Question 15

Which of the following factors has the LEAST influence on an individual's core belief system?

Accepted Answer

A)  Physical appearance 
B)  Religious background 
C)  Family upbringing 
D)  Life experiences 
E)  Personality 
A)  Physical appearance 
B)  Religious background 
C)  Family upbringing 
D)  Life experiences 
E)  Personality

Question 16

On the job,Jack acts purely in his own best interest.He follows company rules only to avoid being fired.At what level of moral development is Jack most likely functioning?

Accepted Answer

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

Question 17

In order to be effective,a fixed point of reference must:

Accepted Answer

A)  change rules based on the situation. 
B)  be identical to personal beliefs. 
C)  use one's own conscience. 
D)  relate to objects rather than people. 
E)  be separate from the individual. 
A)  change rules based on the situation. 
B)  be identical to personal beliefs. 
C)  use one's own conscience. 
D)  relate to objects rather than people. 
E)  be separate from the individual.

Question 18

The majority of sales personnel operate at the _____ level of moral development.

Accepted Answer

A)  intentional 
B)  principled 
C)  discretionary 
D)  conventional 
E)  preconventional 
A)  intentional 
B)  principled 
C)  discretionary 
D)  conventional 
E)  preconventional

Question 19

"This refrigerator will preserve foods in the warmest weather." This statement by a home appliance salesperson is legally actionable.

Accepted Answer

A) True 
 B)False

Question 20

Salespeople who split commissions with co-workers or take customers away from co-workers to win sales contests are engaged in moonlighting.

Accepted Answer

A) True 
 B)False

A Green River ordinance states that:

Which of the following laws allows sellers to grant quantity discounts to larger buyers based on savings in manufacturing costs?

Which of the following occurs when the right or wrong decision cannot be clearly identified?

The person who operates at the _____ level of moral development would adhere to the Golden Rule of Selling.

An individual operating in the _____ level of moral development would disobey orders,laws,and consequences to follow personal ethics and values.

Which term refers to giving some customers promotional allowances and support while not making other customers aware of such opportunities?

Sales representatives at the preconventional moral development level would most likely be unconcerned about lying to customers if getting caught was unlikely.

Most sales people operate at the conventional level of moral development.

What factors shape a person's belief system?

A salesperson can minimize exposure to costly misrepresentation and breach of warranty lawsuits if the salesperson:

Principle-based statements generally outline the procedures to be used in specific ethical situations.

Integrity,trust,and character are the building blocks of a Golden Rule salesperson's values.

The world views and belief systems of employees from the same country are typically identical.

In most cases,an individual's moral development becomes increasingly mature.

Which of the following factors has the LEAST influence on an individual's core belief system?

On the job,Jack acts purely in his own best interest.He follows company rules only to avoid being fired.At what level of moral development is Jack most likely functioning?

In order to be effective,a fixed point of reference must:

The majority of sales personnel operate at the _____ level of moral development.

"This refrigerator will preserve foods in the warmest weather." This statement by a home appliance salesperson is legally actionable.

Salespeople who split commissions with co-workers or take customers away from co-workers to win sales contests are engaged in moonlighting.

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

A Green River ordinance states that:

Which of the following laws allows sellers to grant quantity discounts to larger buyers based on savings in manufacturing costs?

Which of the following occurs when the right or wrong decision cannot be clearly identified?

The person who operates at the _____ level of moral development would adhere to the Golden Rule of Selling.

An individual operating in the _____ level of moral development would disobey orders,laws,and consequences to follow personal ethics and values.

Which term refers to giving some customers promotional allowances and support while not making other customers aware of such opportunities?

Sales representatives at the preconventional moral development level would most likely be unconcerned about lying to customers if getting caught was unlikely.

Most sales people operate at the conventional level of moral development.

What factors shape a person's belief system?

A salesperson can minimize exposure to costly misrepresentation and breach of warranty lawsuits if the salesperson:

Principle-based statements generally outline the procedures to be used in specific ethical situations.

Integrity,trust,and character are the building blocks of a Golden Rule salesperson's values.

The world views and belief systems of employees from the same country are typically identical.

In most cases,an individual's moral development becomes increasingly mature.

Which of the following factors has the LEAST influence on an individual's core belief system?

On the job,Jack acts purely in his own best interest.He follows company rules only to avoid being fired.At what level of moral development is Jack most likely functioning?

In order to be effective,a fixed point of reference must:

The majority of sales personnel operate at the _____ level of moral development.

"This refrigerator will preserve foods in the warmest weather." This statement by a home appliance salesperson is legally actionable.

Salespeople who split commissions with co-workers or take customers away from co-workers to win sales contests are engaged in moonlighting.

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