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

It is almost impossible for management to develop guidelines for sales personnel regarding the giving of gifts to customers.

The term ________ can be defined as a mutual exchange of benefits,as when a firm purchases product from its own customers.

A salesperson's sales manager exerts strong influence on whether the sales rep acts ethically or not. A sales manager may not even be aware of the influence she wields or the effect her words or management techniques have on her employees. Of the following actions by a sales manager,which one could most easily be construed by an employee as a directive to use unethical conduct?

The salesperson should entertain all customers with the same activity to avoid the appearance of favoritism.

Business associations and professional organizations that have created written codes of ethics:

If a potential client hints that they will give you a sale if you give them a gift,you should most likely:

Respond to the following idea:"Ethics are not a matter of law alone. A salesperson's ethical sense must extend beyond the legal definition of what is right or wrong."

Culture is the sum total of beliefs,values,knowledge,ethnic customs,and objects that people use to adapt to their environment.

Edward,a pharmaceutical sales representative,tends to focus primarily on highlighting product features and making quick sales when interacting with customers. Sometimes,Edward misleads customers about the benefits and side effects of certain medications. Edward's sales manager has noticed that Edward's customer retention rate is very low and is concerned about Edward's personal code of ethics. What is the best advice that the sales manager could give to Edward?

When a customer reveals confidential information about a competitor to a salesperson,the preferred course of action is for the salesperson to:

Which of the following is most useful in guiding a salesperson in ethical behavior?

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

What form of business defamation arises when an unfair and untrue oral statement is made about a competitor?

Anne,a sales representative for a software firm,is heading to Europe for a sales presentation. Anne is unsure about the practice of gift giving and wants to make sure that she is perceived as ethical by the other firm. Which of the following should Anne LEAST likely do in this situation?

Daniel Santiago has just taken a job as a sales rep with a family-owned company that uses its ethics as part of its marketing campaign with the slogan,"Without integrity,service means nothing."After calling on several clients,however,he discovers that the sales rep who previously covered his territory was giving kickbacks to customers in exchange for exclusive contracts with the company. Daniel is fairly certain that his sales manager is not aware of this arrangement. What should Daniel most likely do?

Business defamation incurred when an unfair and untrue statement is made about a company in writing is known as ________.

The major types of business defamation are business slander,business libel,and ________.

________ are deep personal beliefs and preferences.

According to the author of Integrity Selling for the 21st Century,which of the following statements about values is true?

Which of the following practices is most likely to be viewed by both salesperson and customer as unethical?