Question 1

What factors shape a person's belief system?

Accepted Answer

Personality,religious backgrou

Question 2

_____ refers to the right of employees to be treated fairly and with respect regardless of race,sex,national origin,physical disability,age,or religion while on the job.

Accepted Answer

A) Discretionary approval 
B) Hire-at-will 
C) Discrimination 
D) Cooperative acceptance 
E) Terminate-at-will 
A) Discretionary approval 
B) Hire-at-will 
C) Discrimination 
D) Cooperative acceptance 
E) Terminate-at-will

Question 3

A fixed point of reference must be separate from you.

Accepted Answer

A) True 
 B)False

Question 4

What complaint could be lodged against a salesperson who claimed that if you bought the mattress she was selling,you would never have any more backaches?

Accepted Answer

Misreprese

Question 5

What is reciprocity?

Accepted Answer

A) Obeying the Golden Rule of Sales 
B) Buying a product from someone if that person agrees to buy from you 
C) Sharing competitive intelligence 
D) Creating win-win buying situations 
E) A mutually-beneficial buying situation that does not lessen competition 
A) Obeying the Golden Rule of Sales 
B) Buying a product from someone if that person agrees to buy from you 
C) Sharing competitive intelligence 
D) Creating win-win buying situations 
E) A mutually-beneficial buying situation that does not lessen competition

Question 6

According to surveys,which of the following statements about how managers view sales ethics is true?

Accepted Answer

A) Sales goals force managers to act even more ethically than they ordinarily would 
B) Some sales managers lower their ethical standards to meet job goals 
C) Few managers feel that they face ethical problems in the workplace 
D) Most managers are unaware of any unethical behavior in their industry 
E) Most managers feel that they and their employees are operating as ethically as possible 
A) Sales goals force managers to act even more ethically than they ordinarily would 
B) Some sales managers lower their ethical standards to meet job goals 
C) Few managers feel that they face ethical problems in the workplace 
D) Most managers are unaware of any unethical behavior in their industry 
E) Most managers feel that they and their employees are operating as ethically as possible

Question 7

Edna Wallace is a little worried concerning all the talk she has heard recently about lawsuits due to misrepresentation and breach of warranty.To help her "stay legal," her sales manager should advise her to do all of the following EXCEPT:

Accepted Answer

A) be accurate when describing her product's capabilities. 
B) thoroughly educate all customers before making a sale. 
C) avoid making exaggerated claims about product safety. 
D) know the technical specifications of the products she sells. 
E) make claims or promises of a factual nature. 
A) be accurate when describing her product's capabilities. 
B) thoroughly educate all customers before making a sale. 
C) avoid making exaggerated claims about product safety. 
D) know the technical specifications of the products she sells. 
E) make claims or promises of a factual nature.

Question 8

Clark is a soft drink salesperson who is enrolled in a vocational technology program that meets at night.From time to time,he takes off most of the day before his night class meets in order to prepare assignments that are due that evening.From an ethical standpoint,it is correct to say that Clark is:

Accepted Answer

A) guilty of misrepresentation. 
B) misusing company assets. 
C) cheating. 
D) moonlighting. 
E) acting quite ethically. 
A) guilty of misrepresentation. 
B) misusing company assets. 
C) cheating. 
D) moonlighting. 
E) acting quite ethically.

Question 9

All of the following may eliminate the need for additional laws governing right and wrong in business settings EXCEPT:

Accepted Answer

A) stringent codes of ethics. 
B) moral organizational cultures. 
C) ethical examples from top management. 
D) standardization of fixed points of reference. 
E) support for corporate social responsibility programs. 
A) stringent codes of ethics. 
B) moral organizational cultures. 
C) ethical examples from top management. 
D) standardization of fixed points of reference. 
E) support for corporate social responsibility programs.

Question 10

Your brother Craig sells art collectibles.He knows that your boss collects early 20th century baseball memorabilia and he has asked that you introduce him to your boss and to endorse his background as an ethical antiques dealer.You know that in the past Craig has sold some items that were not what he claimed they were and you suspect that some of his baseball memorabilia might be forgeries.Your mother is pressuring you to help your brother make this sale.This is an example of a(n):

Accepted Answer

A) social impasse. 
B) discretionary responsibility. 
C) ethical dilemma. 
D) policy-based moral development. 
E) sales dilemma. 
A) social impasse. 
B) discretionary responsibility. 
C) ethical dilemma. 
D) policy-based moral development. 
E) sales dilemma.

Question 11

Most sales people operate at the conventional level of moral development.

Accepted Answer

A) True 
 B)False

Question 12

A cooling-off law:

Accepted Answer

A) gives the buyer three weeks to return merchandise. 
B) covers items sold through wholesale outlets. 
C) deals with purchases between $25.00 and $50.00. 
D) is in effect in all states. 
E) covers some door-to-door transactions. 
A) gives the buyer three weeks to return merchandise. 
B) covers items sold through wholesale outlets. 
C) deals with purchases between $25.00 and $50.00. 
D) is in effect in all states. 
E) covers some door-to-door transactions.

Question 13

Sharon,a salesperson for a greeting card company,is responsible for sales in the northern part of California.Sharon's manager has decided to change Sharon's key account in the territory to a house account.Why would Sharon most likely dislike this decision?

Accepted Answer

A) Sharon will have to monitor the key account for less pay than she usually earns. 
B) Sharon will be demoted from her position in the territory for losing the key account. 
C) Sharon will have to share commissions from the key account with the home office. 
D) Sharon will lose the commission for the key account. 
E) Sharon will have to work from the firm's home office. 
A) Sharon will have to monitor the key account for less pay than she usually earns. 
B) Sharon will be demoted from her position in the territory for losing the key account. 
C) Sharon will have to share commissions from the key account with the home office. 
D) Sharon will lose the commission for the key account. 
E) Sharon will have to work from the firm's home office.

Question 14

Although several federal laws influence record keeping,they are primarily directed at private employers.

Accepted Answer

A) True 
 B)False

Question 15

Which of the following would be an example of a salesperson who is moonlighting unethically?

Accepted Answer

A) A retail sales clerk who works Monday through Friday and is taking a weekend MBA program. 
B) A building supply salesperson who sells vacation real estate on company time. 
C) A travel agent who sells antiques on the Internet during the weekends. 
D) A fire equipment salesperson who demonstrates her equipment to prospects by setting real fires. 
E) A retail ad salesperson who tells his wife when store sales are scheduled before they are announced to the public. 
A) A retail sales clerk who works Monday through Friday and is taking a weekend MBA program. 
B) A building supply salesperson who sells vacation real estate on company time. 
C) A travel agent who sells antiques on the Internet during the weekends. 
D) A fire equipment salesperson who demonstrates her equipment to prospects by setting real fires. 
E) A retail ad salesperson who tells his wife when store sales are scheduled before they are announced to the public.

Question 16

Cooling-off laws apply only to:

Accepted Answer

A) sales made in out-of-town offices,regardless of value. 
B) sales for which verbal guarantees are given. 
C) sales over $25,made door-to-door. 
D) sales over $50,made in hometown offices. 
E) sales made in hometown offices over the value of $100. 
A) sales made in out-of-town offices,regardless of value. 
B) sales for which verbal guarantees are given. 
C) sales over $25,made door-to-door. 
D) sales over $50,made in hometown offices. 
E) sales made in hometown offices over the value of $100.

Question 17

Integrity,trust,and character are the building blocks of a Golden Rule salesperson's values.

Accepted Answer

A) True 
 B)False

Question 18

The world views and belief systems of employees from the same country are typically identical.

Accepted Answer

A) True 
 B)False

Question 19

An ethical sales manager should set realistic and obtainable goals.

Accepted Answer

A) True 
 B)False

Question 20

What is an ethics ombudsperson?

Accepted Answer

An ethics ombudsperson is an o

What factors shape a person's belief system?

_____ refers to the right of employees to be treated fairly and with respect regardless of race,sex,national origin,physical disability,age,or religion while on the job.

A fixed point of reference must be separate from you.

What complaint could be lodged against a salesperson who claimed that if you bought the mattress she was selling,you would never have any more backaches?

What is reciprocity?

According to surveys,which of the following statements about how managers view sales ethics is true?

Edna Wallace is a little worried concerning all the talk she has heard recently about lawsuits due to misrepresentation and breach of warranty.To help her "stay legal," her sales manager should advise her to do all of the following EXCEPT:

All of the following may eliminate the need for additional laws governing right and wrong in business settings EXCEPT:

Most sales people operate at the conventional level of moral development.

A cooling-off law:

Sharon,a salesperson for a greeting card company,is responsible for sales in the northern part of California.Sharon's manager has decided to change Sharon's key account in the territory to a house account.Why would Sharon most likely dislike this decision?

Although several federal laws influence record keeping,they are primarily directed at private employers.

Which of the following would be an example of a salesperson who is moonlighting unethically?

Cooling-off laws apply only to:

Integrity,trust,and character are the building blocks of a Golden Rule salesperson's values.

The world views and belief systems of employees from the same country are typically identical.

An ethical sales manager should set realistic and obtainable goals.

What is an ethics ombudsperson?

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

What factors shape a person's belief system?

_____ refers to the right of employees to be treated fairly and with respect regardless of race,sex,national origin,physical disability,age,or religion while on the job.

A fixed point of reference must be separate from you.

What complaint could be lodged against a salesperson who claimed that if you bought the mattress she was selling,you would never have any more backaches?

What is reciprocity?

According to surveys,which of the following statements about how managers view sales ethics is true?

Edna Wallace is a little worried concerning all the talk she has heard recently about lawsuits due to misrepresentation and breach of warranty.To help her "stay legal," her sales manager should advise her to do all of the following EXCEPT:

All of the following may eliminate the need for additional laws governing right and wrong in business settings EXCEPT:

Most sales people operate at the conventional level of moral development.

A cooling-off law:

Sharon,a salesperson for a greeting card company,is responsible for sales in the northern part of California.Sharon's manager has decided to change Sharon's key account in the territory to a house account.Why would Sharon most likely dislike this decision?

Although several federal laws influence record keeping,they are primarily directed at private employers.

Which of the following would be an example of a salesperson who is moonlighting unethically?

Cooling-off laws apply only to:

Integrity,trust,and character are the building blocks of a Golden Rule salesperson's values.

The world views and belief systems of employees from the same country are typically identical.

An ethical sales manager should set realistic and obtainable goals.

What is an ethics ombudsperson?

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