Question 1

What is the primary purpose of Green River ordinances and cooling-off laws?

Accepted Answer

A) Hold salespeople legally responsible for damaged products 
B) Allow small businesses to compete fairly against large firms 
C) Require persons selling directly to consumers to pay a license fee 
D) Enforce federal laws regarding competition and monopolies 
E) Protect consumers from high-pressure,unethical sales tactics 
A) Hold salespeople legally responsible for damaged products 
B) Allow small businesses to compete fairly against large firms 
C) Require persons selling directly to consumers to pay a license fee 
D) Enforce federal laws regarding competition and monopolies 
E) Protect consumers from high-pressure,unethical sales tactics

Question 2

Linda Moore is a commission salesperson whose territory for the last nine years has been the entire state of Virginia.Through hard work she has greatly increased her company's business in the region.Now her manager has decided to split the state into two territories.Moore can most likely expect to:

Accepted Answer

A) receive additional key accounts. 
B) earn more sales revenue. 
C) earn less sales revenue. 
D) gain more customers. 
E) be fired from her job. 
A) receive additional key accounts. 
B) earn more sales revenue. 
C) earn less sales revenue. 
D) gain more customers. 
E) be fired from her job.

Question 3

Regardless of whether a buyer is knowledgeable about a product or not,he/she does not have a duty to look beyond the assertions of a salesperson and investigate the product individually.

Accepted Answer

A) True 
 B)False

Question 4

A(n)_____ code of ethics generally outlines the procedures to be used in specific ethical situations.

Accepted Answer

A) operational 
B) tactical 
C) policy-based 
D) credo-based 
E) principle-based 
A) operational 
B) tactical 
C) policy-based 
D) credo-based 
E) principle-based

Question 5

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

Accepted Answer

Managers must take active steps to ensur

Question 6

Which of the following marketing tactics would most likely trigger an ethical dilemma?

Accepted Answer

A) Prospecting 
B) Reciprocity 
C) Cooperative acceptance 
D) Seasonal discounts 
E) Loyalty programs 
A) Prospecting 
B) Reciprocity 
C) Cooperative acceptance 
D) Seasonal discounts 
E) Loyalty programs

Question 7

Imagine you sell automobiles.Develop a statement that is clearly an example of puffery.Develop a statement that could be interpreted as misrepresentation.What conditions would make this assignment easier?

Accepted Answer

Puffery is probably most easily defined

Question 8

Generally,the more knowledgeable the customer,the greater the chances the court will interpret an incorrect statement by a salesperson as an actionable misrepresentation rather than as sales puffery.

Accepted Answer

A) True 
 B)False

Question 9

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

Accepted Answer

A) True 
 B)False

Question 10

Glenda is meeting with an Office Pro store manager.Office Pro is interested in purchasing a line of Innovative Installers' desks to sell in the Office Pro retail stores.Glenda tells the Office Pro manager that she has a limited supply of the desks;however,she can obtain more desks if Office Pro also purchases desk chairs.Glenda is most likely guilty of:

Accepted Answer

A) establishing unfair sales restrictions. 
B) practicing price discrimination. 
C) setting an exclusive dealership. 
D) encouraging a tie-in sale. 
E) requiring reciprocity. 
A) establishing unfair sales restrictions. 
B) practicing price discrimination. 
C) setting an exclusive dealership. 
D) encouraging a tie-in sale. 
E) requiring reciprocity.

Question 11

What are the two types of codes of ethics?

Accepted Answer

Principle-based stat

Question 12

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

Accepted Answer

A) character 
B) integrity 
C) synergy 
D) values 
E) trust 
A) character 
B) integrity 
C) synergy 
D) values 
E) trust

Question 13

Which of the following is LEAST likely one of the ethical issues 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 14

Evans tells a potential client that Innovative Installers offers the most modern and stylish office furniture available on the market.Evans is most likely guilty of:

Accepted Answer

A) reciprocity. 
B) profiteering. 
C) sales puffery. 
D) breach of warranty. 
E) misrepresentation. 
A) reciprocity. 
B) profiteering. 
C) sales puffery. 
D) breach of warranty. 
E) misrepresentation.

Question 15

Which of the following is the underlying focus of the Golden Rule?

Accepted Answer

A) Respecting the dignity of individuals 
B) Showing fairness with competitors 
C) Being conscientious at all times 
D) Showing trustworthiness 
E) Recognizing good deeds 
A) Respecting the dignity of individuals 
B) Showing fairness with competitors 
C) Being conscientious at all times 
D) Showing trustworthiness 
E) Recognizing good deeds

Question 16

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 17

How can an employer reduce its liability in sexual harassment complaints?

Accepted Answer

A) Requiring thorough background checks 
B) Encouraging cross-cultural training exercises 
C) Implementing effective internal grievance procedures 
D) Monitoring the social environment of employees 
E) Utilizing effective recruitment and selection practices 
A) Requiring thorough background checks 
B) Encouraging cross-cultural training exercises 
C) Implementing effective internal grievance procedures 
D) Monitoring the social environment of employees 
E) Utilizing effective recruitment and selection practices

Question 18

List the three levels of moral development.At what level do most salespeople operate?

Accepted Answer

The three levels of moral deve

Question 19

The Clayton Act:

Accepted Answer

A) prohibits sexual harassment. 
B) allows some customers to receive price reductions while others do not. 
C) defines sales puffery. 
D) prohibits tie-in sales and exclusive agreements if they substantially lessen competition. 
E) removes the employer's ability to terminate-at-will without justification. 
A) prohibits sexual harassment. 
B) allows some customers to receive price reductions while others do not. 
C) defines sales puffery. 
D) prohibits tie-in sales and exclusive agreements if they substantially lessen competition. 
E) removes the employer's ability to terminate-at-will without justification.

Question 20

All employees who observe or become aware of criminal practices or unethical behavior should be encouraged to report the incident to their superiors,to a higher level of management,or to an appropriate unit of the organization.This reporting process is called:

Accepted Answer

A) reciprocating. 
B) tattling. 
C) intelligence gathering. 
D) whistle-blowing. 
E) fact-finding. 
A) reciprocating. 
B) tattling. 
C) intelligence gathering. 
D) whistle-blowing. 
E) fact-finding.

What is the primary purpose of Green River ordinances and cooling-off laws?

Linda Moore is a commission salesperson whose territory for the last nine years has been the entire state of Virginia.Through hard work she has greatly increased her company's business in the region.Now her manager has decided to split the state into two territories.Moore can most likely expect to:

Regardless of whether a buyer is knowledgeable about a product or not,he/she does not have a duty to look beyond the assertions of a salesperson and investigate the product individually.

A(n)_____ code of ethics generally outlines the procedures to be used in specific ethical situations.

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

Which of the following marketing tactics would most likely trigger an ethical dilemma?

Imagine you sell automobiles.Develop a statement that is clearly an example of puffery.Develop a statement that could be interpreted as misrepresentation.What conditions would make this assignment easier?

Generally,the more knowledgeable the customer,the greater the chances the court will interpret an incorrect statement by a salesperson as an actionable misrepresentation rather than as sales puffery.

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

What are the two types of codes of ethics?

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

Which of the following is LEAST likely one of the ethical issues faced by most sales managers?

Evans tells a potential client that Innovative Installers offers the most modern and stylish office furniture available on the market.Evans is most likely guilty of:

Which of the following is the underlying focus of the Golden Rule?

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:

How can an employer reduce its liability in sexual harassment complaints?

List the three levels of moral development.At what level do most salespeople operate?

The Clayton Act:

All employees who observe or become aware of criminal practices or unethical behavior should be encouraged to report the incident to their superiors,to a higher level of management,or to an appropriate unit of the organization.This reporting process is called:

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

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Exam 2: Ethics Firstthen Customer Relationships

What is the primary purpose of Green River ordinances and cooling-off laws?

Linda Moore is a commission salesperson whose territory for the last nine years has been the entire state of Virginia.Through hard work she has greatly increased her company's business in the region.Now her manager has decided to split the state into two territories.Moore can most likely expect to:

Regardless of whether a buyer is knowledgeable about a product or not,he/she does not have a duty to look beyond the assertions of a salesperson and investigate the product individually.

A(n)_____ code of ethics generally outlines the procedures to be used in specific ethical situations.

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

Which of the following marketing tactics would most likely trigger an ethical dilemma?

Imagine you sell automobiles.Develop a statement that is clearly an example of puffery.Develop a statement that could be interpreted as misrepresentation.What conditions would make this assignment easier?

Generally,the more knowledgeable the customer,the greater the chances the court will interpret an incorrect statement by a salesperson as an actionable misrepresentation rather than as sales puffery.

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

What are the two types of codes of ethics?

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

Which of the following is LEAST likely one of the ethical issues faced by most sales managers?

Evans tells a potential client that Innovative Installers offers the most modern and stylish office furniture available on the market.Evans is most likely guilty of:

Which of the following is the underlying focus of the Golden Rule?

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:

How can an employer reduce its liability in sexual harassment complaints?

List the three levels of moral development.At what level do most salespeople operate?

The Clayton Act:

All employees who observe or become aware of criminal practices or unethical behavior should be encouraged to report the incident to their superiors,to a higher level of management,or to an appropriate unit of the organization.This reporting process is called:

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