Question 1

Sally, the regional sales manager at a medium-sized manufacturer, denied permission of her sales manager, Fred, to fire a salesperson. While the salesperson was not achieving the potential of the territory, Sally felt that there were other issues to consider besides the bottom line. For example, the company states that it is "family friendly" and this salesperson has had some recent family issues that have limited the salesperson's time in the field. Based on this, which moral philosophy was Sally using in her decision?

Accepted Answer

A)   Shareholder view.
B)   Stakeholder view.
C)   Back door politics.
D)   Work place etiquette.
E)   Implied responsibility. B

Question 2

In cases of bribery and extortion it is often easy to distinguish right from wrong.

Accepted Answer

A) True 
 B)False  False

Question 3

If a salesperson displays Machiavellian tendencies, we would also expect to find:

Accepted Answer

A)   psychological disorders.
B)   abnormally low customer satisfaction.
C)   lower ethics than other salespeople.
D)   lax ethical rules or guidelines put in place by the organization.
E)   a sales management team rewarding such behavior. C

Question 4

Ethical problems are usually the result of poor decisions by individual salespeople or company policies that encourage wrong doing.

Accepted Answer

A) True 
 B)False

Question 5

Managers don't need any background on ethical issues to solve important moral problems.

Accepted Answer

A) True 
 B)False

Question 6

To help encourage whistleblowers to come forward with their claims:

Accepted Answer

A)   federal laws have been made to hide the identity of the whistle-blower.
B)   rules for what could fall under violations subject to whistleblowing have been relaxed.
C)   the government has vigorously pursued any suspected retaliation to whistleblowers.
D)   federal laws have been modified to pay rewards of 15-25% of any recovery, plus attorneys' fees.
E)   the government publishes a list of the ethical violators.

Question 7

A good way to keep your sales force straight is to develop and circulate a sales ethics policy.

Accepted Answer

A) True 
 B)False

Question 8

Why is it sometimes difficult for sales managers to recognize an ethical problem?

Accepted Answer

A)   Sales managers may not be trained to identify these problems.
B)   The activities in question are not specifically prohibited by company rules or legislation.
C)   Other firms in the industry employ the questioned activities.
D)   Sales managers are paid to increase revenue and they sometimes use unethical tactics in their rush to boost sales.
E)   All of the above.

Question 9

"How much is too much" in today's business world?

Accepted Answer

A)   taking a customer to lunch
B)   occasionally taking a client and spouse to a dinner and floor show
C)   twenty-five dollar gifts once a year
D)   all of the above
E)   none of the above

Question 10

With __________, the salesperson believes that a problem-solving approach is the best way to make moral judgments. Standards of right and wrong are some that are equivocal. The belief is that an intelligent decision is a morally good decision.

Accepted Answer

A)   conventional morality
B)   Machiavellians
C)   relativism
D)   role morality
E)   none of the above

Question 11

Being a gentleman and avoiding methods of deceit is an inherent part of Machiavellinism.

Accepted Answer

A) True 
 B)False

Question 12

The statement that "Any person who decides in every situation to act as a good man is bound to be destroyed in the company of so many men who are not good" was made by:

Accepted Answer

A)   Plato.
B)   Machiavelli.
C)   Charles Darwin.
D)   the conventional moralists.
E)   none of the above.

Question 13

You have just been promoted to regional sales manager and your replacement for your previous job (branch sales manager) is a very hard-driving person who tends to manipulate people and bend the ethical norms somewhat to achieve her own goals. By focusing on making sure the sales manager does not take power away from you, you would be applying which moral principle?

Accepted Answer

A)   conventional morality
B)   idealism
C)   Machiavellianism
D)   relativism
E)   stakeholder view

Question 14

One difference between and gift and a bribe is that a bribe is part of an agreed-upon payment for business; whereas a gift is unexpected.

Accepted Answer

A) True 
 B)False

Question 15

The usual hierarchical order (from top to bottom), with respect to making decisions on ethical problems is most correctly exemplified by:

Accepted Answer

A)   general values of society, values of business corporations, relationship of values between corporations and manager, managerial decisions.
B)   managerial decision, relationship of values, definition of values, general values.
C)   definition of values, relationship between values, managerial decisions, general values.
D)   managerial decisions, general values, relationship between values, definition of values.
E)   none of the above.

Question 16

Ethical problems occur because executives frequently choose what is expedient rather than what is morally correct.

Accepted Answer

A) True 
 B)False

Question 17

Which of the following is not a way to keep your employees straight?

Accepted Answer

A)   encourage employees to call for help when they face an ethically troublesome sale
B)   setting up realistic goals
C)   instituting large expense accounts with informal rules
D)   encourage employees to "blow the whistle" when they must
E)   all of the above are ways

Question 18

A sales manager, it is your responsibility to hire and fire salespeople in your area. You need to add 5 new salespeople to your staff. Hiring ____________ would represent an ethical problem.

Accepted Answer

A)   only white Christians
B)   four qualified candidates and the company president's daughter who was unqualified
C)   only white females between the ages of 25 and 30
D)   all of the above
E)   both a and b of the above

Question 19

A sales manager is likely to confront difficult ethical situations in which area?

Accepted Answer

A)   forecasting next year's sales levels.
B)   hiring and firing new salespeople.
C)   attending meetings at the corporate headquarters.
D)   allocating next year's pay increases.
E)   reallocating territories among the sales force.

Question 20

"Blowing the whistle" on other employees is an easy thing to do.

Accepted Answer

A) True 
 B)False

Exam 10: Ethical Leadership

In cases of bribery and extortion it is often easy to distinguish right from wrong.

If a salesperson displays Machiavellian tendencies, we would also expect to find:

Ethical problems are usually the result of poor decisions by individual salespeople or company policies that encourage wrong doing.

Managers don't need any background on ethical issues to solve important moral problems.

To help encourage whistleblowers to come forward with their claims:

A good way to keep your sales force straight is to develop and circulate a sales ethics policy.

Why is it sometimes difficult for sales managers to recognize an ethical problem?

"How much is too much" in today's business world?

With __________, the salesperson believes that a problem-solving approach is the best way to make moral judgments. Standards of right and wrong are some that are equivocal. The belief is that an intelligent decision is a morally good decision.

Being a gentleman and avoiding methods of deceit is an inherent part of Machiavellinism.

The statement that "Any person who decides in every situation to act as a good man is bound to be destroyed in the company of so many men who are not good" was made by:

One difference between and gift and a bribe is that a bribe is part of an agreed-upon payment for business; whereas a gift is unexpected.

The usual hierarchical order (from top to bottom) , with respect to making decisions on ethical problems is most correctly exemplified by:

Ethical problems occur because executives frequently choose what is expedient rather than what is morally correct.

Which of the following is not a way to keep your employees straight?

A sales manager, it is your responsibility to hire and fire salespeople in your area. You need to add 5 new salespeople to your staff. Hiring ____________ would represent an ethical problem.

A sales manager is likely to confront difficult ethical situations in which area?

"Blowing the whistle" on other employees is an easy thing to do.