Question 1

Under what condition(s)is it illegal for a manufacturer to offer a reseller an exclusive dealership?

Accepted Answer

When the e

Question 2

Which of the following statements about misrepresentation is false?

Accepted Answer

A) When salespeople loosely describe their goods or services in glowing terms,those statements cannot be relied upon by the potential buyer. 
B) Courts tend to favor salespersons in misrepresentation cases when the customer lacks product knowledge. 
C) When a salesperson makes claims of a "factual nature" regarding a service's inherent capabilities,the law treats these comments as statements of fact and warranties. 
D) A salesperson's opinion of the quality of the product being sold is known as sales puffery and is not legally actionable. 
E) To "stay legal" a salesperson needs to understand the difference between general statements of praise and statements of fact. 
A) When salespeople loosely describe their goods or services in glowing terms,those statements cannot be relied upon by the potential buyer. 
B) Courts tend to favor salespersons in misrepresentation cases when the customer lacks product knowledge. 
C) When a salesperson makes claims of a "factual nature" regarding a service's inherent capabilities,the law treats these comments as statements of fact and warranties. 
D) A salesperson's opinion of the quality of the product being sold is known as sales puffery and is not legally actionable. 
E) To "stay legal" a salesperson needs to understand the difference between general statements of praise and statements of fact.

Question 3

A salesperson who exaggerates about product capabilities may be guilty of misrepresentation.

Accepted Answer

A) True 
 B)False

Question 4

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

Accepted Answer

A) Agents but not distributors for U.S.firms operating in foreign countries are required to comply with U.S.ethical standards. 
B) Those parts of the world that do not conform to U.S.ethical standards are limited to just three geographic areas. 
C) The vast majority of international companies have low ethical standards. 
D) Ethics related to employees and communities are never difficult to understand when doing business in another country. 
E) Every employee of a U.S.company is subject to U.S.law regardless of the country in which business is conducted. 
A) Agents but not distributors for U.S.firms operating in foreign countries are required to comply with U.S.ethical standards. 
B) Those parts of the world that do not conform to U.S.ethical standards are limited to just three geographic areas. 
C) The vast majority of international companies have low ethical standards. 
D) Ethics related to employees and communities are never difficult to understand when doing business in another country. 
E) Every employee of a U.S.company is subject to U.S.law regardless of the country in which business is conducted.

Question 5

Jason Montgomery,a hospital administrator in Montana,lodged a complaint against the hospital owners when he was asked to keep two sets of accounting records so that the hospital could reduce its tax liability.Montgomery was engaged in:

Accepted Answer

A) reciprocity. 
B) preconventional moral development. 
C) whistle-blowing. 
D) consensual reporting. 
E) ethical declarations of wrongdoing. 
A) reciprocity. 
B) preconventional moral development. 
C) whistle-blowing. 
D) consensual reporting. 
E) ethical declarations of wrongdoing.

Question 6

Cooperative acceptance means that employees cannot be discriminated against in employment practices and they have the right to be free of sexual and racial harassment.

Accepted Answer

A) True 
 B)False

Question 7

According to a survey of adult Americans,people are most likely to base ethical and moral decisions on the:

Accepted Answer

A) legal outcome. 
B) current situation. 
C) principle of justice. 
D) historical culture. 
E) religious standard. 
A) legal outcome. 
B) current situation. 
C) principle of justice. 
D) historical culture. 
E) religious standard.

Question 8

Although discrimination on the basis of a person's sex is illegal,there are no laws against sexual harassment.

Accepted Answer

A) True 
 B)False

Question 9

What is the single most important factor in improving the climate for ethical behavior in a sales force?

Accepted Answer

The action

Question 10

If a manufacturer requires that its wholesalers and retailers buy merchandise only from it,the contract is a(n)_____ contract.

Accepted Answer

A) exclusive dealership 
B) reciprocity 
C) product discrimination 
D) deceptive slotting 
E) price discrimination 
A) exclusive dealership 
B) reciprocity 
C) product discrimination 
D) deceptive slotting 
E) price discrimination

Question 11

Most federal laws regarding personnel files are directed at:

Accepted Answer

A) large corporations 
B) private firms. 
C) government employers. 
D) small businesses. 
E) publicly-traded companies. 
A) large corporations 
B) private firms. 
C) government employers. 
D) small businesses. 
E) publicly-traded companies.

Question 12

According to the text,your conscience is usually not the best guide for making moral and ethical decisions because it:

Accepted Answer

A) is at the conventional level 
B) remains too stationary 
C) changes based on the situation 
D) is too distant from the circumstances 
E) relies on conflicting belief systems 
A) is at the conventional level 
B) remains too stationary 
C) changes based on the situation 
D) is too distant from the circumstances 
E) relies on conflicting belief systems

Question 13

A 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 14

What law protects customers from price discrimination?

Accepted Answer

The Robins

Question 15

Which of the following sales personnel activities is considered ethically acceptable behavior?

Accepted Answer

A) Splitting commissions with fellow employees to win a sales contest 
B) Taking the family to Disneyworld and writing it off on the expense account 
C) Attending a college course on company time 
D) Attending college in the evening but taking an afternoon off to prepare for class 
E) Giving a $10 dollar gift to a $10,000 customer 
A) Splitting commissions with fellow employees to win a sales contest 
B) Taking the family to Disneyworld and writing it off on the expense account 
C) Attending a college course on company time 
D) Attending college in the evening but taking an afternoon off to prepare for class 
E) Giving a $10 dollar gift to a $10,000 customer

Question 16

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

Accepted Answer

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

Question 17

Reciprocity occurs when Mario trades a load of firewood for an oil change for his Toyota Tacoma.

Accepted Answer

A) True 
 B)False

Question 18

Multiple world religions adhere to the Golden Rule.

Accepted Answer

A) True 
 B)False

Question 19

Today employers have the right to terminate salespeople for poor performance,excessive absenteeism,unsafe conduct,and poor organizational citizenship.

Accepted Answer

A) True 
 B)False

Question 20

At what level of moral development do most people operate?

Accepted Answer

The conven

Under what condition(s)is it illegal for a manufacturer to offer a reseller an exclusive dealership?

Which of the following statements about misrepresentation is false?

A salesperson who exaggerates about product capabilities may be guilty of misrepresentation.

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

Jason Montgomery,a hospital administrator in Montana,lodged a complaint against the hospital owners when he was asked to keep two sets of accounting records so that the hospital could reduce its tax liability.Montgomery was engaged in:

Cooperative acceptance means that employees cannot be discriminated against in employment practices and they have the right to be free of sexual and racial harassment.

According to a survey of adult Americans,people are most likely to base ethical and moral decisions on the:

Although discrimination on the basis of a person's sex is illegal,there are no laws against sexual harassment.

What is the single most important factor in improving the climate for ethical behavior in a sales force?

If a manufacturer requires that its wholesalers and retailers buy merchandise only from it,the contract is a(n)_____ contract.

Most federal laws regarding personnel files are directed at:

According to the text,your conscience is usually not the best guide for making moral and ethical decisions because it:

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

What law protects customers from price discrimination?

Which of the following sales personnel activities is considered ethically acceptable behavior?

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

Reciprocity occurs when Mario trades a load of firewood for an oil change for his Toyota Tacoma.

Multiple world religions adhere to the Golden Rule.

Today employers have the right to terminate salespeople for poor performance,excessive absenteeism,unsafe conduct,and poor organizational citizenship.

At what level of moral development do most people operate?

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

Under what condition(s)is it illegal for a manufacturer to offer a reseller an exclusive dealership?

Which of the following statements about misrepresentation is false?

A salesperson who exaggerates about product capabilities may be guilty of misrepresentation.

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

Jason Montgomery,a hospital administrator in Montana,lodged a complaint against the hospital owners when he was asked to keep two sets of accounting records so that the hospital could reduce its tax liability.Montgomery was engaged in:

Cooperative acceptance means that employees cannot be discriminated against in employment practices and they have the right to be free of sexual and racial harassment.

According to a survey of adult Americans,people are most likely to base ethical and moral decisions on the:

Although discrimination on the basis of a person's sex is illegal,there are no laws against sexual harassment.

What is the single most important factor in improving the climate for ethical behavior in a sales force?

If a manufacturer requires that its wholesalers and retailers buy merchandise only from it,the contract is a(n)_____ contract.

Most federal laws regarding personnel files are directed at:

According to the text,your conscience is usually not the best guide for making moral and ethical decisions because it:

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

What law protects customers from price discrimination?

Which of the following sales personnel activities is considered ethically acceptable behavior?

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

Reciprocity occurs when Mario trades a load of firewood for an oil change for his Toyota Tacoma.

Multiple world religions adhere to the Golden Rule.

Today employers have the right to terminate salespeople for poor performance,excessive absenteeism,unsafe conduct,and poor organizational citizenship.

At what level of moral development do most people operate?

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