Exam 3: Ethics: The Foundation for Partnering Relationships That Create Value

Accu-Tech,a small company in a tightly-contested market,discovers that sales reps of the firm's main competitor,Compu-World,have been making untrue and unfair oral statements about Accu-Tech products and services. Which term best describes the actions of Compu-World sales reps?

"Erosion of character"takes place when employees:

Which of the following is LEAST likely a characteristic of a person with a high level of emotional intelligence?

A sales rep is in a foreign country and has spent several days with a buyer for a large chain of convenience stores. At the end of the week,the sales rep feels confident that the buyer is ready to purchase,so he asks for the close. The buyer responds that he will be happy to place a large order for the chain as soon as the sales rep gives him an appropriately-sized gift. What should the sales rep most likely do?

The primary focus of trust in transactional sales is trust in the person who sells the product.

An American company has been working on a business deal in a developing nation. This deal will open an entirely new market to the American company,increase stability in the local economy,and provide jobs to thousands of local workers. When the deal reaches the final phases,the local government asks for a sizable bribe from the American company to move forward with the proper permits to continue with the project. Which of the following is the proper analysis of the situation?

Yukie,a salesperson for a North American car manufacturer,told one of her prospects that Honda was being investigated in Japan for unfair labor practices. Although she had heard the rumor from someone else,she was confident it was false. Yukie is guilty of:

Which of the following would be the best application of principles regarding gift giving to customers?

Individuals with high levels of emotional intelligence rarely display the qualities needed to be successful in sales because they appear untrustworthy.

________ must be viewed as an exchange of value.

Which of the following most likely has the LEAST influence on a salesperson's ethical behaviors?

Accu-Tech,a small company in a tightly-contested market,discovers that sales reps of the firm's main competitor,Compu-World,have been making false and negative statements about Accu-Tech products and services. One of Accu-Tech's best customers calls the company's CEO asking about the rumors,and the CEO realizes that Accu-Tech may lose business from the Compu-World claims. What should Accu-Tech most likely do?

Which of the following would be most helpful to salespeople in dealing with bribery?

The role of the salesperson is to diagnose buyer need and determine how to create value from the situation.

Raj,a sales representative for a software firm,Orion,is giving a sales presentation to Marion,a buyer for a large manufacturing firm,Global-Tech. A sales agreement between the two firms would establish a partnering relationship and a strategic alliance. Which of the following questions is most important to Marion as she makes a buying decision?

In consultative sales,the customer's primary focus is a trustworthy:

A company's sales goals will never be in conflict with ethical behavior on the part of salespeople.

The major outcome of a business agreement based on reciprocity is a mutual exchange of benefits.

Differentiate between business slander,business libel,and product disparagement.

Ron,a sales representative for a software firm,is giving a sales presentation to Mona,a buyer for a large manufacturing firm. Making a sale to Mona would double Ron's sales amount for the month and lead to a large commission. As they're engaging in small talk,Mona mentions to Ron that she's a huge fan of the local college football team. Ron's wife works at that college and can get season tickets for the games. What should Ron most likely do?