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

People with high levels of ________ tend to display the characteristics needed for success in sales,such as self-awareness,self-confidence,empathy,and adaptability.

(Short Answer)

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Question 21

Reciprocity,as a corporate policy,is:

(Multiple Choice)

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Question 22

What are the three elements of emotional intelligence?

(Essay)

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Question 23

In general,U.S. ethical codes when doing business in foreign countries tend to be:

(Multiple Choice)

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Question 24

Martin,a sales representative for a computer firm,receives the latest performance report on the main product he sells. Unfortunately,Martin's product performs slightly behind that of the closest competitor,and Martin is afraid that this information will cause him to lose customers. The research and development team has made some major improvements in the product,but the next performance report is not due out for another six months. What should Martin most likely do to prevent the loss of customers?

(Multiple Choice)

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Question 25

According to the text,one of the"half-truths"that has influenced the erosion of character in business is that:"Corporations exist to maximize shareholder value."

(True/False)

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Question 26

It is important to record the facts of an interaction with a customer in CRM software but not your conclusions,because:

(Multiple Choice)

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Question 27

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

(Multiple Choice)

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Question 28

Withholding information is most likely:

(Multiple Choice)

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Question 29

Most people employed in the fast-paced business world,which is constantly changing,will adopt or discard values quickly.

(True/False)

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Question 30

Which of the following statements is most likely true about conducting business in China?

(Multiple Choice)

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Question 31

Product disparagement constitutes a type of business defamation.

(True/False)

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Question 32

According to the text, influence ,which then influence .

(Multiple Choice)

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Question 33

It is unusual for salespeople to have to think about ethics on the job.

(True/False)

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Question 34

A company operating exclusively in the United States is considering purchasing a training course in ethics for its employees to help them understand what actions are considered ethical and unethical,especially in relationships with clients. Which of the following makes a difference in whether they should choose a training course?

(Multiple Choice)

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Question 35

In the partnering-style seller/buyer relationship,what is the foundation for creating value?

(Multiple Choice)

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Question 36

Which of the following is a fairly easy way for a company to discourage unethical behaviors by its employees?

(Multiple Choice)

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Question 37

Harold Timmons is in a position to close a large sale if he conceals certain information that the customer needs to make an intelligent buying decision. Harold's sales manager encourages him to withhold the information and says,"You will not be breaking any law."Which of the following statements would most likely help Harold in this situation?

(Multiple Choice)

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Question 38

Many business organizations,professional associations,and certification agencies have established written codes of ethics.

(True/False)

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Question 39

Which of the following statements about culture is most likely FALSE?

(Multiple Choice)

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Question 40

Showing 21 - 40 of 75

People with high levels of ________ tend to display the characteristics needed for success in sales,such as self-awareness,self-confidence,empathy,and adaptability.

Reciprocity,as a corporate policy,is:

What are the three elements of emotional intelligence?

In general,U.S. ethical codes when doing business in foreign countries tend to be:

According to the text,one of the"half-truths"that has influenced the erosion of character in business is that:"Corporations exist to maximize shareholder value."

It is important to record the facts of an interaction with a customer in CRM software but not your conclusions,because:

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

Withholding information is most likely:

Most people employed in the fast-paced business world,which is constantly changing,will adopt or discard values quickly.

Which of the following statements is most likely true about conducting business in China?

Product disparagement constitutes a type of business defamation.

According to the text, influence ,which then influence .

It is unusual for salespeople to have to think about ethics on the job.

In the partnering-style seller/buyer relationship,what is the foundation for creating value?

Which of the following is a fairly easy way for a company to discourage unethical behaviors by its employees?

Many business organizations,professional associations,and certification agencies have established written codes of ethics.

Which of the following statements about culture is most likely FALSE?

Relationship Selling Opportunities in the Information Economy

Evolution of Selling Models That Compliment the Marketing Concept

Creating Value with a Relationship Strategy

Communication Styles: A Key to Adaptive Selling Today

Creating Product Solutions

Product-Selling Strategies That Add Value

The Buying Process and Buyer Behavior

Developing and Qualifying Prospects and Accounts

Approaching the Customer with Adaptive Selling

Determining Customer Needs With a Consultative Questioning Strategy

Creating Value with the Consultative Presentation

Negotiating Buyer Concerns

Adapting the Close and Confirming the Partnership

Servicing the Sale and Building the Partnership

Opportunity Management: The Key to Greater Sales Productivity

Management of the Sales Force

Filters

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

People with high levels of ________ tend to display the characteristics needed for success in sales,such as self-awareness,self-confidence,empathy,and adaptability.

Reciprocity,as a corporate policy,is:

What are the three elements of emotional intelligence?

In general,U.S. ethical codes when doing business in foreign countries tend to be:

According to the text,one of the"half-truths"that has influenced the erosion of character in business is that:"Corporations exist to maximize shareholder value."

It is important to record the facts of an interaction with a customer in CRM software but not your conclusions,because:

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

Withholding information is most likely:

Most people employed in the fast-paced business world,which is constantly changing,will adopt or discard values quickly.

Which of the following statements is most likely true about conducting business in China?

Product disparagement constitutes a type of business defamation.

According to the text,________ influence ________,which then influence ________.

It is unusual for salespeople to have to think about ethics on the job.

In the partnering-style seller/buyer relationship,what is the foundation for creating value?

Which of the following is a fairly easy way for a company to discourage unethical behaviors by its employees?

Many business organizations,professional associations,and certification agencies have established written codes of ethics.

Which of the following statements about culture is most likely FALSE?

Relationship Selling Opportunities in the Information Economy

Evolution of Selling Models That Compliment the Marketing Concept

Creating Value with a Relationship Strategy

Communication Styles: A Key to Adaptive Selling Today

Creating Product Solutions

Product-Selling Strategies That Add Value

The Buying Process and Buyer Behavior

Developing and Qualifying Prospects and Accounts

Approaching the Customer with Adaptive Selling

Determining Customer Needs With a Consultative Questioning Strategy

Creating Value with the Consultative Presentation

Negotiating Buyer Concerns

Adapting the Close and Confirming the Partnership

Servicing the Sale and Building the Partnership

Opportunity Management: The Key to Greater Sales Productivity

Management of the Sales Force

Filters

According to the text, influence ,which then influence .