Question 1

All of the following are characteristics of ethical behavior EXCEPT:

Accepted Answer

A) being honest with customers. 
B) following company policies. 
C) showing loyalty to co-workers. 
D) treating customers and peers fairly. 
E) maintaining personal sales goals. 
A) being honest with customers. 
B) following company policies. 
C) showing loyalty to co-workers. 
D) treating customers and peers fairly. 
E) maintaining personal sales goals.

Question 2

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

Accepted Answer

Price discrimination refers to

Question 3

All of the following statements about employee termination are true EXCEPT:

Accepted Answer

A) many early 20th century courts strictly applied the termination-at-will rule. 
B) many 1980s courts ruled in favor of employees by limiting the termination-at-will rule. 
C) employers have the right to terminate sales personnel for poor performance. 
D) employers have the right to terminate sales personnel for excessive absenteeism. 
E) employers have the right to terminate sales personnel for union participation. 
A) many early 20th century courts strictly applied the termination-at-will rule. 
B) many 1980s courts ruled in favor of employees by limiting the termination-at-will rule. 
C) employers have the right to terminate sales personnel for poor performance. 
D) employers have the right to terminate sales personnel for excessive absenteeism. 
E) employers have the right to terminate sales personnel for union participation.

Question 4

The ethical behavior of an employee is influenced by managers,co-workers,and the organization.

Accepted Answer

A) True 
 B)False

Question 5

The Golden Rule of Selling requires people whose personal character is at level 2.

Accepted Answer

A) True 
 B)False

Question 6

It is easy to distinguish between a gift and a bribe.

Accepted Answer

A) True 
 B)False

Question 7

Two major influences on the ethical behavior of sales personnel are:

Accepted Answer

A) the organization's employees and the organization itself. 
B) the organization's production and finance departments. 
C) internal and external organizational environments. 
D) national and international policies. 
E) the organization's customers and stockholders. 
A) the organization's employees and the organization itself. 
B) the organization's production and finance departments. 
C) internal and external organizational environments. 
D) national and international policies. 
E) the organization's customers and stockholders.

Question 8

According to the text,a _____ would tell Rob Loughton he should return the stolen competitive information to its owner without examining it even though the information would more than likely result in a large commission for Loughton.

Accepted Answer

A) fixed point of reference 
B) frame of conventional reference 
C) compass point 
D) moral sextant 
E) directional code of ethics 
A) fixed point of reference 
B) frame of conventional reference 
C) compass point 
D) moral sextant 
E) directional code of ethics

Question 9

An ethical dilemma arises in a situation when each alternative choice has some undesirable elements due to potentially negative ethical consequences.

Accepted Answer

A) True 
 B)False

Question 10

Termination-at-will:

Accepted Answer

A) is a modern judicial term that came from court decisions in the 1980s. 
B) refers to a firm's inability to terminate an employee without just cause. 
C) was designed to protect the rights of the employees. 
D) was designed to protect the rights of the employers. 
E) supports the strategy of downsizing. 
A) is a modern judicial term that came from court decisions in the 1980s. 
B) refers to a firm's inability to terminate an employee without just cause. 
C) was designed to protect the rights of the employees. 
D) was designed to protect the rights of the employers. 
E) supports the strategy of downsizing.

Question 11

The salesperson promised the radio station manager that the new $30,000 computer system would be compatible with the equipment already used by the station.When the new computer system proved not to be compatible even after an additional $10,000 worth of new software,the station manager sued the salesperson and his company for:

Accepted Answer

A) misrepresentation and breach of warranty. 
B) misuse of relationship marketing. 
C) violation of Title VII. 
D) violation of the Robinson-Patman Act. 
E) failure to adhere to the rules of full disclosure. 
A) misrepresentation and breach of warranty. 
B) misuse of relationship marketing. 
C) violation of Title VII. 
D) violation of the Robinson-Patman Act. 
E) failure to adhere to the rules of full disclosure.

Question 12

Which of the following terms refers to an extra-large customer that generates significantly more revenue for a salesperson than other customers?

Accepted Answer

A) Balanced account 
B) Outsourced account 
C) Retail account 
D) House account 
E) Key account 
A) Balanced account 
B) Outsourced account 
C) Retail account 
D) House account 
E) Key account

Question 13

Based on levels of moral development,a Golden Rule salesperson is in the minority among sales personnel.

Accepted Answer

A) True 
 B)False

Question 14

If a salesperson has a drug or alcohol problem,a manager has the ethical responsibility to fire the individual based on right-to-work laws.

Accepted Answer

A) True 
 B)False

Question 15

Which of the following statements about sales puffery is true?

Accepted Answer

A) The difference between sales puffery and statements of fact is easy to distinguish. 
B) Misrepresentation cases are judged on the use of standardized words and phrases. 
C) Generally,the less knowledgeable the customer,the greater the chances the court will interpret a statement as actionable. 
D) A salesperson's statements of puffery should be taken at face value and considered factual. 
E) Puffery typically occurs when a salesperson deliberately makes erroneous statements. 
A) The difference between sales puffery and statements of fact is easy to distinguish. 
B) Misrepresentation cases are judged on the use of standardized words and phrases. 
C) Generally,the less knowledgeable the customer,the greater the chances the court will interpret a statement as actionable. 
D) A salesperson's statements of puffery should be taken at face value and considered factual. 
E) Puffery typically occurs when a salesperson deliberately makes erroneous statements.

Question 16

Which of the following pricing tactics is LEAST likely to be a source of an ethical dilemma?

Accepted Answer

A) Tie-in sales 
B) Reciprocity 
C) Price discrimination 
D) Seasonal discounts 
E) Exclusive dealership 
A) Tie-in sales 
B) Reciprocity 
C) Price discrimination 
D) Seasonal discounts 
E) Exclusive dealership

Question 17

Which of the following is legal according to the Robinson-Patman Act of 1936?

Accepted Answer

A) Whistle-blowing 
B) Exclusive dealerships 
C) Reciprocity 
D) Quantity discounts 
E) Tie-in sales 
A) Whistle-blowing 
B) Exclusive dealerships 
C) Reciprocity 
D) Quantity discounts 
E) Tie-in sales

Question 18

Josh Damon sells industrial-sized heating and cooling systems.His territory includes Illinois,Iowa,and Missouri.Management at Damon's firm has decided to increase the number of territories in each sales region.Damon will most likely be excited about the opportunity this presents for him to earn more money.

Accepted Answer

A) True 
 B)False

Question 19

A code of ethics formally states a company's values regarding social and ethical issues.

Accepted Answer

A) True 
 B)False

Question 20

Fostering a climate that encourages ethical behavior by the sales force requires management to do all of the following EXCEPT:

Accepted Answer

A) establish an ethics committee. 
B) ensure that top management behaves ethically. 
C) discipline wrongdoers. 
D) formally discourage "whistle-blowing." 
E) establish control systems. 
A) establish an ethics committee. 
B) ensure that top management behaves ethically. 
C) discipline wrongdoers. 
D) formally discourage "whistle-blowing." 
E) establish control systems.

All of the following are characteristics of ethical behavior EXCEPT:

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

All of the following statements about employee termination are true EXCEPT:

The ethical behavior of an employee is influenced by managers,co-workers,and the organization.

The Golden Rule of Selling requires people whose personal character is at level 2.

It is easy to distinguish between a gift and a bribe.

Two major influences on the ethical behavior of sales personnel are:

According to the text,a _____ would tell Rob Loughton he should return the stolen competitive information to its owner without examining it even though the information would more than likely result in a large commission for Loughton.

An ethical dilemma arises in a situation when each alternative choice has some undesirable elements due to potentially negative ethical consequences.

Termination-at-will:

Which of the following terms refers to an extra-large customer that generates significantly more revenue for a salesperson than other customers?

Based on levels of moral development,a Golden Rule salesperson is in the minority among sales personnel.

If a salesperson has a drug or alcohol problem,a manager has the ethical responsibility to fire the individual based on right-to-work laws.

Which of the following statements about sales puffery is true?

Which of the following pricing tactics is LEAST likely to be a source of an ethical dilemma?

Which of the following is legal according to the Robinson-Patman Act of 1936?

A code of ethics formally states a company's values regarding social and ethical issues.

Fostering a climate that encourages ethical behavior by the sales force requires management to do all of the following EXCEPT:

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

All of the following are characteristics of ethical behavior EXCEPT:

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

All of the following statements about employee termination are true EXCEPT:

The ethical behavior of an employee is influenced by managers,co-workers,and the organization.

The Golden Rule of Selling requires people whose personal character is at level 2.

It is easy to distinguish between a gift and a bribe.

Two major influences on the ethical behavior of sales personnel are:

According to the text,a _____ would tell Rob Loughton he should return the stolen competitive information to its owner without examining it even though the information would more than likely result in a large commission for Loughton.

An ethical dilemma arises in a situation when each alternative choice has some undesirable elements due to potentially negative ethical consequences.

Termination-at-will:

Which of the following terms refers to an extra-large customer that generates significantly more revenue for a salesperson than other customers?

Based on levels of moral development,a Golden Rule salesperson is in the minority among sales personnel.

If a salesperson has a drug or alcohol problem,a manager has the ethical responsibility to fire the individual based on right-to-work laws.

Which of the following statements about sales puffery is true?

Which of the following pricing tactics is LEAST likely to be a source of an ethical dilemma?

Which of the following is legal according to the Robinson-Patman Act of 1936?

A code of ethics formally states a company's values regarding social and ethical issues.

Fostering a climate that encourages ethical behavior by the sales force requires management to do all of the following EXCEPT:

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