Question 1

Which of the following would be an example of a salesperson who is moonlighting unethically?

Accepted Answer

A)  A retail sales clerk who works Monday through Friday and is taking a weekend MBA program. 
B)  A building supply salesperson who sells vacation real estate on company time. 
C)  A travel agent who sells antiques on the Internet during the weekends. 
D)  A fire equipment salesperson who demonstrates her equipment to prospects by setting real fires. 
E)  A retail ad salesperson who tells his wife when store sales are scheduled before they are announced to the public. 
A)  A retail sales clerk who works Monday through Friday and is taking a weekend MBA program. 
B)  A building supply salesperson who sells vacation real estate on company time. 
C)  A travel agent who sells antiques on the Internet during the weekends. 
D)  A fire equipment salesperson who demonstrates her equipment to prospects by setting real fires. 
E)  A retail ad salesperson who tells his wife when store sales are scheduled before they are announced to the public.

Question 2

When a customer relies on a salesperson's statements,purchases the product,and then finds that it fails to perform as promised,the supplier can be sued for:

Accepted Answer

A)  reciprocity. 
B)  tie-in sales practice. 
C)  sales discrimination. 
D)  misrepresentation. 
E)  sales restriction. 
A)  reciprocity. 
B)  tie-in sales practice. 
C)  sales discrimination. 
D)  misrepresentation. 
E)  sales restriction.

Question 3

The Robinson-Patman Act of 1936 prevents sellers from granting quantity discounts to larger buyers.

Accepted Answer

A) True 
 B)False

Question 4

Which of the following is illustrated if a contract requires that a wholesaler purchase products from one manufacturer?

Accepted Answer

A)  Reciprocity 
B)  Exclusive dealership 
C)  Product discrimination 
D)  Deceptive slotting 
E)  Price discrimination 
A)  Reciprocity 
B)  Exclusive dealership 
C)  Product discrimination 
D)  Deceptive slotting 
E)  Price discrimination

Question 5

Define ethical behavior.Provide specific examples of ethical behavior.

Accepted Answer

Ethical behavior refers to treating othe

Question 6

Sheridan decides to buy his first car.The car salesperson promises to arrange a car loan for him if he also purchases the auto insurance.This is a classic example of:

Accepted Answer

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

Question 7

The Clayton Act prohibits actions that would:

Accepted Answer

A)  prevent union formation. 
B)  void product warranties. 
C)  misrepresent product features. 
D)  substantially lessen competition. 
E)  limit the right to work. 
A)  prevent union formation. 
B)  void product warranties. 
C)  misrepresent product features. 
D)  substantially lessen competition. 
E)  limit the right to work.

Question 8

Integrity and trust form the attributes that distinguish the organization and salesperson,often referred to as character.

Accepted Answer

A) True 
 B)False

Question 9

An ongoing Barna Research study finds that all of the following are primary influences on the ethical and moral decision-making process of Americans EXCEPT:

Accepted Answer

A)  religion. 
B)  books. 
C)  the Internet. 
D)  television. 
E)  family. 
A)  religion. 
B)  books. 
C)  the Internet. 
D)  television. 
E)  family.

Question 10

U.S.salespeople competing in foreign countries are required to comply with the laws of the foreign country rather than U.S.laws,which are not applicable overseas.

Accepted Answer

A) True 
 B)False

Question 11

Which term refers to the different beliefs people have about the world around them?

Accepted Answer

A)  Multiculturalism 
B)  Social morals 
C)  World ethics 
D)  Worldview 
E)  Citizenship 
A)  Multiculturalism 
B)  Social morals 
C)  World ethics 
D)  Worldview 
E)  Citizenship

Question 12

What is price discrimination? Which law protects customers from price discrimination?

Accepted Answer

Price discrimination refers to

Question 13

Sharon,a salesperson for a greeting card company,is responsible for sales in the northern part of California.Sharon's manager has decided to change Sharon's key account in the territory to a house account.Why would Sharon most likely dislike this decision?

Accepted Answer

A)  Sharon will have to monitor the key account for less pay than she usually earns. 
B)  Sharon will be demoted from her position in the territory for losing the key account. 
C)  Sharon will have to share commissions from the key account with the home office. 
D)  Sharon will lose the commission for the key account. 
E)  Sharon will have to work from the firm's home office. 
A)  Sharon will have to monitor the key account for less pay than she usually earns. 
B)  Sharon will be demoted from her position in the territory for losing the key account. 
C)  Sharon will have to share commissions from the key account with the home office. 
D)  Sharon will lose the commission for the key account. 
E)  Sharon will have to work from the firm's home office.

Question 14

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

Accepted Answer

A)  What can I get away with? 
B)  What does my family want me to do? 
C)  What am I legally required to do? 
D)  What is the right thing to do? 
E)  What does society expect from me? 
A)  What can I get away with? 
B)  What does my family want me to do? 
C)  What am I legally required to do? 
D)  What is the right thing to do? 
E)  What does society expect from me?

Question 15

The right to be free of sexual harassment is a part of the 1980 EEOC guidelines.

Accepted Answer

A) True 
 B)False

Question 16

All of the following would most likely eliminate the need for additional laws governing right and wrong in business settings EXCEPT:

Accepted Answer

A)  stringent codes of ethics. 
B)  moral organizational cultures. 
C)  ethical examples from top management. 
D)  standardization of fixed points of reference. 
E)  support for corporate social responsibility programs. 
A)  stringent codes of ethics. 
B)  moral organizational cultures. 
C)  ethical examples from top management. 
D)  standardization of fixed points of reference. 
E)  support for corporate social responsibility programs.

Question 17

Ethical behavior specifically refers to carrying out one's share of the work and responsibility with 100 percent effort.

Accepted Answer

A) True 
 B)False

Question 18

Individuals at the principled moral level base ethical decisions on laws and consequences.

Accepted Answer

A) True 
 B)False

Question 19

The most often misused company assets are automobiles,expense accounts,samples,and damaged-merchandise credits.

Accepted Answer

A) True 
 B)False

Question 20

Which term refers to the rights desired by employees regarding their job security and treatment by employers?

Accepted Answer

A)  Cultural acceptance 
B)  Human rights 
C)  Affirmative action 
D)  Employee rights 
E)  Workers' compensation 
A)  Cultural acceptance 
B)  Human rights 
C)  Affirmative action 
D)  Employee rights 
E)  Workers' compensation

Which of the following would be an example of a salesperson who is moonlighting unethically?

When a customer relies on a salesperson's statements,purchases the product,and then finds that it fails to perform as promised,the supplier can be sued for:

The Robinson-Patman Act of 1936 prevents sellers from granting quantity discounts to larger buyers.

Which of the following is illustrated if a contract requires that a wholesaler purchase products from one manufacturer?

Define ethical behavior.Provide specific examples of ethical behavior.

Sheridan decides to buy his first car.The car salesperson promises to arrange a car loan for him if he also purchases the auto insurance.This is a classic example of:

The Clayton Act prohibits actions that would:

Integrity and trust form the attributes that distinguish the organization and salesperson,often referred to as character.

An ongoing Barna Research study finds that all of the following are primary influences on the ethical and moral decision-making process of Americans EXCEPT:

U.S.salespeople competing in foreign countries are required to comply with the laws of the foreign country rather than U.S.laws,which are not applicable overseas.

Which term refers to the different beliefs people have about the world around them?

What is price discrimination? Which law protects customers from price discrimination?

Sharon,a salesperson for a greeting card company,is responsible for sales in the northern part of California.Sharon's manager has decided to change Sharon's key account in the territory to a house account.Why would Sharon most likely dislike this decision?

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

The right to be free of sexual harassment is a part of the 1980 EEOC guidelines.

All of the following would most likely eliminate the need for additional laws governing right and wrong in business settings EXCEPT:

Ethical behavior specifically refers to carrying out one's share of the work and responsibility with 100 percent effort.

Individuals at the principled moral level base ethical decisions on laws and consequences.

The most often misused company assets are automobiles,expense accounts,samples,and damaged-merchandise credits.

Which term refers to the rights desired by employees regarding their job security and treatment by employers?

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 would be an example of a salesperson who is moonlighting unethically?

When a customer relies on a salesperson's statements,purchases the product,and then finds that it fails to perform as promised,the supplier can be sued for:

The Robinson-Patman Act of 1936 prevents sellers from granting quantity discounts to larger buyers.

Which of the following is illustrated if a contract requires that a wholesaler purchase products from one manufacturer?

Define ethical behavior.Provide specific examples of ethical behavior.

Sheridan decides to buy his first car.The car salesperson promises to arrange a car loan for him if he also purchases the auto insurance.This is a classic example of:

The Clayton Act prohibits actions that would:

Integrity and trust form the attributes that distinguish the organization and salesperson,often referred to as character.

An ongoing Barna Research study finds that all of the following are primary influences on the ethical and moral decision-making process of Americans EXCEPT:

U.S.salespeople competing in foreign countries are required to comply with the laws of the foreign country rather than U.S.laws,which are not applicable overseas.

Which term refers to the different beliefs people have about the world around them?

What is price discrimination? Which law protects customers from price discrimination?

Sharon,a salesperson for a greeting card company,is responsible for sales in the northern part of California.Sharon's manager has decided to change Sharon's key account in the territory to a house account.Why would Sharon most likely dislike this decision?

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

The right to be free of sexual harassment is a part of the 1980 EEOC guidelines.

All of the following would most likely eliminate the need for additional laws governing right and wrong in business settings EXCEPT:

Ethical behavior specifically refers to carrying out one's share of the work and responsibility with 100 percent effort.

Individuals at the principled moral level base ethical decisions on laws and consequences.

The most often misused company assets are automobiles,expense accounts,samples,and damaged-merchandise credits.

Which term refers to the rights desired by employees regarding their job security and treatment by employers?

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