Question 1

A(n)_____ is a formal statement of a company's values concerning ethics and social issues.

Accepted Answer

A) social covenant 
B) tying agreement 
C) law of fairness 
D) code of ethics 
E) ethics ombudsperson 
A) social covenant 
B) tying agreement 
C) law of fairness 
D) code of ethics 
E) ethics ombudsperson D

Question 2

According to the text,businesses use the _____ to serve as a universal,practical,and helpful standard for businesspeople.

Accepted Answer

A) Hindu Mahabharata 
B) sayings of Confucius 
C) Golden Rule 
D) Beatitudes 
E) Torah 
A) Hindu Mahabharata 
B) sayings of Confucius 
C) Golden Rule 
D) Beatitudes 
E) Torah C

Question 3

_____ are the codes of moral principles and values that govern the behaviors of a person or a group with respect to what is wrong.

Accepted Answer

A) Laws 
B) Ethics 
C) Principled heuristics 
D) Sociocultural norms 
E) Governing norms 
A) Laws 
B) Ethics 
C) Principled heuristics 
D) Sociocultural norms 
E) Governing norms B

Question 4

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 5

When the salesperson says to the new prospective customer,"I believe my company sells the best mattresses and that you can't find any better," it is an example of:

Accepted Answer

A) sales puffery. 
B) an illegal act. 
C) a statement of fact. 
D) price discrimination. 
E) a breach of warranty. 
A) sales puffery. 
B) an illegal act. 
C) a statement of fact. 
D) price discrimination. 
E) a breach of warranty.

Question 6

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 7

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 8

While buying some land,Mike asked the seller's solicitor if there were any restrictive covenants on the land;the solicitor said he did not know of any.What the solicitor failed to mention was that he had not bothered to read the documents.This failure on the part of the solicitor to disclose the state of affairs to Mike amounts to:

Accepted Answer

A) misuse of relationship marketing. 
B) sales puffery. 
C) misrepresentation. 
D) a warranty of fact. 
E) a statement of fact. 
A) misuse of relationship marketing. 
B) sales puffery. 
C) misrepresentation. 
D) a warranty of fact. 
E) a statement of fact.

Question 9

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?

Accepted Answer

Some common problems sales personnel fac

Question 10

A computer dealer induced a finance company to enter into a hire-purchase agreement by contributing false information about the amount of deposit paid by the customer unknowingly,who later defaulted and sold the computer to a third party.This is an example of:

Accepted Answer

A) misuse of relationship marketing. 
B) sales puffery. 
C) a warranty of fact. 
D) misrepresentation. 
E) a statement of fact. 
A) misuse of relationship marketing. 
B) sales puffery. 
C) a warranty of fact. 
D) misrepresentation. 
E) a statement of fact.

Question 11

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 12

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 13

All of the following are employer benefits of respecting employee rights EXCEPT:

Accepted Answer

A) creating a positive work environment. 
B) reducing employee turnover. 
C) attracting good employees. 
D) reducing legal fees and fines. 
E) minimizing union control. 
A) creating a positive work environment. 
B) reducing employee turnover. 
C) attracting good employees. 
D) reducing legal fees and fines. 
E) minimizing union control.

Question 14

According to the text,a(n)_____ refers to something that provides the correct action to take in any situation and never gets tailored to fit a situation.

Accepted Answer

A) ethical continuum 
B) situational compass 
C) ethical talisman 
D) fixed point of reference 
E) situational barometer 
A) ethical continuum 
B) situational compass 
C) ethical talisman 
D) fixed point of reference 
E) situational barometer

Question 15

Ethical behavior:

Accepted Answer

A) assumes that an economic level of social responsibility exists in the organization. 
B) assumes that the individual is operating at an unrestricted moral level. 
C) refers to following the rules and treating others fairly. 
D) assumes that human interaction is reciprocal. 
E) refers to adhering to a generic religious principle. 
A) assumes that an economic level of social responsibility exists in the organization. 
B) assumes that the individual is operating at an unrestricted moral level. 
C) refers to following the rules and treating others fairly. 
D) assumes that human interaction is reciprocal. 
E) refers to adhering to a generic religious principle.

Question 16

Courtney Lee works for a travel agency.The company has spent several hundred dollars promoting a trip to a country that is undergoing a great deal of political unrest.Lee has been told that if she wants to keep her job,she needs to get at least three couples to sign up for this trip.Instead,Lee handed in her letter of resignation because she refused to sell a potentially dangerous trip to her customers.Lee is functioning at the _____ level of moral development.

Accepted Answer

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

Question 17

Which of the following questions is LEAST relevant to the level of pressure a manager places on a salesperson?

Accepted Answer

A) What are the sales group goals? 
B) What motivates the salesperson? 
C) What is the industry standard? 
D) How big is the territory? 
E) What goals are realistic? 
A) What are the sales group goals? 
B) What motivates the salesperson? 
C) What is the industry standard? 
D) How big is the territory? 
E) What goals are realistic?

Question 18

Tina perceives herself to be a responsible person because she does not misuse company assets,she is always truthful,and she treats others fairly.She upholds moral and legal laws and conforms to the expectations of others.At which level of moral development is Tina operating?

Accepted Answer

A) Consensual 
B) Principled 
C) Conventional 
D) Discretionary 
E) Preconventional 
A) Consensual 
B) Principled 
C) Conventional 
D) Discretionary 
E) Preconventional

Question 19

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 20

From the perspective of the world's religions,define the Golden Rule.What is the Golden Rule of Personal Selling?

Accepted Answer

From a religions perspective,it is impor

A(n)_____ is a formal statement of a company's values concerning ethics and social issues.

According to the text,businesses use the _____ to serve as a universal,practical,and helpful standard for businesspeople.

_____ are the codes of moral principles and values that govern the behaviors of a person or a group with respect to what is wrong.

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.

When the salesperson says to the new prospective customer,"I believe my company sells the best mattresses and that you can't find any better," it is an example of:

An ethics committee is typically:

A Green River ordinance states that:

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?

A computer dealer induced a finance company to enter into a hire-purchase agreement by contributing false information about the amount of deposit paid by the customer unknowingly,who later defaulted and sold the computer to a third party.This is an example of:

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

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

All of the following are employer benefits of respecting employee rights EXCEPT:

According to the text,a(n)_____ refers to something that provides the correct action to take in any situation and never gets tailored to fit a situation.

Ethical behavior:

Which of the following questions is LEAST relevant to the level of pressure a manager places on a salesperson?

Tina perceives herself to be a responsible person because she does not misuse company assets,she is always truthful,and she treats others fairly.She upholds moral and legal laws and conforms to the expectations of others.At which level of moral development is Tina operating?

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

From the perspective of the world's religions,define the Golden Rule.What is the Golden Rule of Personal Selling?

The Life, times, and Career of the Professional Salesperson

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

Filters

Exam 2: Ethics Firstthen Customer Relationships

A(n)_____ is a formal statement of a company's values concerning ethics and social issues.

According to the text,businesses use the _____ to serve as a universal,practical,and helpful standard for businesspeople.

_____ are the codes of moral principles and values that govern the behaviors of a person or a group with respect to what is wrong.

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.

When the salesperson says to the new prospective customer,"I believe my company sells the best mattresses and that you can't find any better," it is an example of:

An ethics committee is typically:

A Green River ordinance states that:

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?

A computer dealer induced a finance company to enter into a hire-purchase agreement by contributing false information about the amount of deposit paid by the customer unknowingly,who later defaulted and sold the computer to a third party.This is an example of:

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

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

All of the following are employer benefits of respecting employee rights EXCEPT:

According to the text,a(n)_____ refers to something that provides the correct action to take in any situation and never gets tailored to fit a situation.

Ethical behavior:

Which of the following questions is LEAST relevant to the level of pressure a manager places on a salesperson?

Tina perceives herself to be a responsible person because she does not misuse company assets,she is always truthful,and she treats others fairly.She upholds moral and legal laws and conforms to the expectations of others.At which level of moral development is Tina operating?

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

From the perspective of the world's religions,define the Golden Rule.What is the Golden Rule of Personal Selling?

The Life, times, and Career of the Professional Salesperson

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

Filters