Exam 2: Ethics Firstthen Customer Relationships

On the job,Gary acts purely in his own best interests.He follows the company's rules only to avoid being fired.At what level of moral development is Gary functioning?

(Multiple Choice)

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Question 41

According to the text,what is the single most important factor in improving the climate for ethical behavior in a sales force?

(Multiple Choice)

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Question 42

What are the two major influences on the ethical behavior of sales personnel?

(Essay)

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Question 43

Ethical behavior refers to conducting yourself in the proper manner and treating others fairly.

(True/False)

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Question 44

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

(Multiple Choice)

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Question 45

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

(Multiple Choice)

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Question 46

To prevent sexual harassment,companies rely on top management support,training for all employees,and clear procedures for filing grievances.

(True/False)

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Question 47

Which of the following statements about ethical dilemmas is true?

(Multiple Choice)

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Question 48

NewShine Floor Co.manufactures floor mats.It has agreed to buy all of its light bulbs and fixtures from Luminous Lighting if Luminous will agree to buy and use NewShine safety mats in its factory.This is an example of:

(Multiple Choice)

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Question 49

Morals refer to people's adherence to right or wrong behavior and right or wrong thinking.

(True/False)

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Question 50

According to the text,why do most employees in organizations succumb to questionable ethical standards or only follow formal policies?

(Multiple Choice)

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Question 51

Which of the following statements about the international side of ethics is false?

(Multiple Choice)

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Question 52

All of the following are involved in the majority of sales people's ethical issues EXCEPT:

(Multiple Choice)

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Question 53

All of the following statements,if made by a salesperson,could have legally actionable consequences if the statement were incorrect EXCEPT:

(Multiple Choice)

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Question 54

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

(Multiple Choice)

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Question 55

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

(True/False)

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(78)

Question 56

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

(True/False)

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(77)

Question 57

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

(Multiple Choice)

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(73)

Question 58

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

(True/False)

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(78)

Question 59

Which of the following corporate actions would LEAST likely prevent racial and sexual harassment?

(Multiple Choice)

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(73)

Question 60

Showing 41 - 60 of 142

On the job,Gary acts purely in his own best interests.He follows the company's rules only to avoid being fired.At what level of moral development is Gary functioning?

According to the text,what is the single most important factor in improving the climate for ethical behavior in a sales force?

What are the two major influences on the ethical behavior of sales personnel?

Ethical behavior refers to conducting yourself in the proper manner and treating others fairly.

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

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

To prevent sexual harassment,companies rely on top management support,training for all employees,and clear procedures for filing grievances.

Which of the following statements about ethical dilemmas is true?

NewShine Floor Co.manufactures floor mats.It has agreed to buy all of its light bulbs and fixtures from Luminous Lighting if Luminous will agree to buy and use NewShine safety mats in its factory.This is an example of:

Morals refer to people's adherence to right or wrong behavior and right or wrong thinking.

According to the text,why do most employees in organizations succumb to questionable ethical standards or only follow formal policies?

Which of the following statements about the international side of ethics is false?

All of the following are involved in the majority of sales people's ethical issues EXCEPT:

All of the following statements,if made by a salesperson,could have legally actionable consequences if the statement were incorrect EXCEPT:

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

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

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

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

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

Which of the following corporate actions would LEAST likely prevent racial and sexual harassment?

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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