Question 1

Which of the following is a point of view that has most likely eroded character in business?

Accepted Answer

A) Innovation and aggressive development of markets should be rewarded. 
B) Respect must be earned,not mandated. 
C) Corporations exist to maximize shareholder value. 
D) Integrity may not show immediate results but will eventually return to you. 
E) Teamwork is a core value of successful companies. 
A) Innovation and aggressive development of markets should be rewarded. 
B) Respect must be earned,not mandated. 
C) Corporations exist to maximize shareholder value. 
D) Integrity may not show immediate results but will eventually return to you. 
E) Teamwork is a core value of successful companies.

Question 2

Which of the following is most likely a danger of Internet usage in sales?

Accepted Answer

A) changing information about products 
B) sorting customer information with data mining 
C) using extranets to place and monitor customer orders 
D) providing customers with information about competitors 
E) sending inappropriate e-mails to customers or to each other 
A) changing information about products 
B) sorting customer information with data mining 
C) using extranets to place and monitor customer orders 
D) providing customers with information about competitors 
E) sending inappropriate e-mails to customers or to each other

Question 3

A majority of states have passed legislation establishing a cooling-off period during which the consumer may void a contract to purchase goods and services.

Accepted Answer

A) True 
 B)False

Question 4

The Uniform Commercial Code is a legal guide that strives to reduce the number of telemarketing calls.

Accepted Answer

A) True 
 B)False

Question 5

"Always doing what you say you will do"builds a relationship with customers based on:

Accepted Answer

A) transactions 
B) trust 
C) a written code of ethics 
D) customer-focused strategy 
E) product knowledge 
A) transactions 
B) trust 
C) a written code of ethics 
D) customer-focused strategy 
E) product knowledge

Question 6

Taking time to establish a proper rapport with customers will most likely lead to:

Accepted Answer

A) guaranteed sales 
B) open communication 
C) a faster sales cycle 
D) a slower sales cycle 
E) lower commissions 
A) guaranteed sales 
B) open communication 
C) a faster sales cycle 
D) a slower sales cycle 
E) lower commissions

Question 7

If you are not breaking the law,then you are definitely acting in an ethical manner.

Accepted Answer

A) True 
 B)False

Question 8

If you view your employer's instructions or influence as improper,then you should most likely:

Accepted Answer

A) report your company to your industry's governing body 
B) do what everyone else is doing 
C) compromise your values in order to keep your job 
D) voice opposition to the practice if it is in conflict with your value system 
E) follow the lead of your colleagues 
A) report your company to your industry's governing body 
B) do what everyone else is doing 
C) compromise your values in order to keep your job 
D) voice opposition to the practice if it is in conflict with your value system 
E) follow the lead of your colleagues

Question 9

Which of the following is a general guideline that serves as a foundation for a personal code of business ethics?

Accepted Answer

A) Personal selling is a stepping stone to more legitimate careers. 
B) Be honest with yourself and with others. 
C) Tasks come first,relationships second. 
D) Your values should not be in conflict with those of your employer. 
E) Selling is about controlling the interaction and managing the relationship. 
A) Personal selling is a stepping stone to more legitimate careers. 
B) Be honest with yourself and with others. 
C) Tasks come first,relationships second. 
D) Your values should not be in conflict with those of your employer. 
E) Selling is about controlling the interaction and managing the relationship.

Question 10

Reciprocity is sometimes,but not always,unethical behavior. Which of the following situations is an example of reciprocity which is unethical behavior?

Accepted Answer

A) An architect refuses to allow any other builders to build her designs because she doesn't trust the quality of the jobs performed by other builders. The builder does not build designs by other architects because other architects cut corners in the designs. 
B) A plastics company is willing to develop a special process for coating nonstick cooking equipment. As a thank-you,the cooking equipment company allows employees of the plastics company to use the same employee discount its own employees enjoy for purchases of cooking equipment. 
C) A restaurant chef buys all his produce from the local farmers' market. The farmers and workers at the market eat their meals at that restaurant on the days they sell at the market. 
D) A garbage hauling service requires that a hotel chain give a discount to employees of the garbage hauling service in exchange for discounted garbage hauling services for the hotels. 
E) The merchants in one neighborhood of a large city have decided to engage in a"buy local"campaign and to patronize each other whenever possible,even if they could find slightly lower prices in other areas of the city. 
A) An architect refuses to allow any other builders to build her designs because she doesn't trust the quality of the jobs performed by other builders. The builder does not build designs by other architects because other architects cut corners in the designs. 
B) A plastics company is willing to develop a special process for coating nonstick cooking equipment. As a thank-you,the cooking equipment company allows employees of the plastics company to use the same employee discount its own employees enjoy for purchases of cooking equipment. 
C) A restaurant chef buys all his produce from the local farmers' market. The farmers and workers at the market eat their meals at that restaurant on the days they sell at the market. 
D) A garbage hauling service requires that a hotel chain give a discount to employees of the garbage hauling service in exchange for discounted garbage hauling services for the hotels. 
E) The merchants in one neighborhood of a large city have decided to engage in a"buy local"campaign and to patronize each other whenever possible,even if they could find slightly lower prices in other areas of the city.

Question 11

CRM software can most likely help a salesperson to:

Accepted Answer

A) develop better presentation skills 
B) negotiate long-term contracts 
C) fulfill commitments to customers 
D) increase transactional sales 
E) implement the marketing mix 
A) develop better presentation skills 
B) negotiate long-term contracts 
C) fulfill commitments to customers 
D) increase transactional sales 
E) implement the marketing mix

Question 12

Teresa Fallon sends a written proposal to a customer. In the proposal,she compares the specifications of her product and a competing product. If the information about the competing product is not true,she is using a form of defamation called:

Accepted Answer

A) business libel 
B) business slander 
C) product disparagement 
D) puffery 
E) bribery 
A) business libel 
B) business slander 
C) product disparagement 
D) puffery 
E) bribery

Question 13

Ethical standards tend to filter down from the top of a business organization.

Accepted Answer

A) True 
 B)False

Question 14

The practice of reciprocity:

Accepted Answer

A) involves an illegal exchange of cash 
B) is monitored closely by the FCPA 
C) results in improved competition among sales and marketing firms 
D) is illegal when one company pressures another company to join an agreement 
E) is another name for slander 
A) involves an illegal exchange of cash 
B) is monitored closely by the FCPA 
C) results in improved competition among sales and marketing firms 
D) is illegal when one company pressures another company to join an agreement 
E) is another name for slander

Question 15

A salesperson from Company A discovers that salespeople from Company B have been telling customers that Company A's safety records are falsified. The most ethical action a sales manager from Company A can take to remedy the situation is:

Accepted Answer

A) have Company A's safety records audited and publish the results of the audit on their website,and ask Company A's salespeople to direct customers to them 
B) tell Company A's salespeople to match the actions of Company B's salespeople by implying that Company B's safety records may be falsified 
C) file an anonymous complaint with the Attorney General in the state in which both companies operate 
D) pay a visit to the corporate offices of Company B and threaten Company B's sales managers with a pricing war unless Company B's sales reps stop spreading false rumors 
E) create a website detailing the safety records of all the companies in the industry so consumers can compare easily 
A) have Company A's safety records audited and publish the results of the audit on their website,and ask Company A's salespeople to direct customers to them 
B) tell Company A's salespeople to match the actions of Company B's salespeople by implying that Company B's safety records may be falsified 
C) file an anonymous complaint with the Attorney General in the state in which both companies operate 
D) pay a visit to the corporate offices of Company B and threaten Company B's sales managers with a pricing war unless Company B's sales reps stop spreading false rumors 
E) create a website detailing the safety records of all the companies in the industry so consumers can compare easily

Which of the following is a point of view that has most likely eroded character in business?

Which of the following is most likely a danger of Internet usage in sales?

A majority of states have passed legislation establishing a cooling-off period during which the consumer may void a contract to purchase goods and services.

The Uniform Commercial Code is a legal guide that strives to reduce the number of telemarketing calls.

"Always doing what you say you will do"builds a relationship with customers based on:

Taking time to establish a proper rapport with customers will most likely lead to:

If you are not breaking the law,then you are definitely acting in an ethical manner.

If you view your employer's instructions or influence as improper,then you should most likely:

Which of the following is a general guideline that serves as a foundation for a personal code of business ethics?

Reciprocity is sometimes,but not always,unethical behavior. Which of the following situations is an example of reciprocity which is unethical behavior?

CRM software can most likely help a salesperson to:

Teresa Fallon sends a written proposal to a customer. In the proposal,she compares the specifications of her product and a competing product. If the information about the competing product is not true,she is using a form of defamation called:

Ethical standards tend to filter down from the top of a business organization.

The practice of reciprocity:

A salesperson from Company A discovers that salespeople from Company B have been telling customers that Company A's safety records are falsified. The most ethical action a sales manager from Company A can take to remedy the situation is:

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

Which of the following is a point of view that has most likely eroded character in business?

Which of the following is most likely a danger of Internet usage in sales?

A majority of states have passed legislation establishing a cooling-off period during which the consumer may void a contract to purchase goods and services.

The Uniform Commercial Code is a legal guide that strives to reduce the number of telemarketing calls.

"Always doing what you say you will do"builds a relationship with customers based on:

Taking time to establish a proper rapport with customers will most likely lead to:

If you are not breaking the law,then you are definitely acting in an ethical manner.

If you view your employer's instructions or influence as improper,then you should most likely:

Which of the following is a general guideline that serves as a foundation for a personal code of business ethics?

Reciprocity is sometimes,but not always,unethical behavior. Which of the following situations is an example of reciprocity which is unethical behavior?

CRM software can most likely help a salesperson to:

Teresa Fallon sends a written proposal to a customer. In the proposal,she compares the specifications of her product and a competing product. If the information about the competing product is not true,she is using a form of defamation called:

Ethical standards tend to filter down from the top of a business organization.

The practice of reciprocity:

A salesperson from Company A discovers that salespeople from Company B have been telling customers that Company A's safety records are falsified. The most ethical action a sales manager from Company A can take to remedy the situation is:

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