Question 1

Business slander refers to:

Accepted Answer

A)  when an unfair and untrue oral statement is made about a competitor 
B)  when an unfair and untrue statement about a competitor is made in writing (usually a letter, sales literature, advertisement, or company brochure) 
C)  false or deceptive comparisons or distorted claims are made concerning a competitor's product, services, or property 
D)  injury to a competitor can result from the false advertising of one's own product, misrepresentation of the qualities or characteristics of the product, or related unfair or deceptive trade practices 
A)  when an unfair and untrue oral statement is made about a competitor 
B)  when an unfair and untrue statement about a competitor is made in writing (usually a letter, sales literature, advertisement, or company brochure) 
C)  false or deceptive comparisons or distorted claims are made concerning a competitor's product, services, or property 
D)  injury to a competitor can result from the false advertising of one's own product, misrepresentation of the qualities or characteristics of the product, or related unfair or deceptive trade practices

Question 2

Collusion refers to competitors who do not conspire to set or maintain uniform prices and profit margins.

Accepted Answer

A) True 
 B)False

Question 3

Which of the behaviors below is least likely to be unethical?

Accepted Answer

A)  Revealing confidential information to a prospect about their competitors. 
B)  Taking a prospect or customer to dinner, to play golf, or to attend a sports event. 
C)  Promising an unrealistic delivery date in order to make a sale 
D)  Shifting sales orders from one period to another to win a sales contest 
A)  Revealing confidential information to a prospect about their competitors. 
B)  Taking a prospect or customer to dinner, to play golf, or to attend a sports event. 
C)  Promising an unrealistic delivery date in order to make a sale 
D)  Shifting sales orders from one period to another to win a sales contest

Question 4

Which of the following statements about ethics is false?

Accepted Answer

A)  Ethics constitute the moral content of behavior governing individuals and societies 
B)  Ethics deal with things as they should be, not necessarily as they are 
C)  Ethics are an obligation to consider not only our own personal actions but also that of other human beings 
D)  Ethics does not embody the moral content of behavior of organizations towards society 
A)  Ethics constitute the moral content of behavior governing individuals and societies 
B)  Ethics deal with things as they should be, not necessarily as they are 
C)  Ethics are an obligation to consider not only our own personal actions but also that of other human beings 
D)  Ethics does not embody the moral content of behavior of organizations towards society

Question 5

Exclusive dealing refers to:

Accepted Answer

A)  competitors colluding to divide a market into noncompetitive territories or competition in a market 
B)  competitors who conspire to set prices or join together to act to the detriment of another competitor 
C)  Agreements in which a manufacturer or wholesaler grants one dealer exclusive rights to sell a product in a certain trading area or insists that the dealer not carry competing lines 
D)  Competitors who conspire to set or maintain uniform prices and profit margins 
A)  competitors colluding to divide a market into noncompetitive territories or competition in a market 
B)  competitors who conspire to set prices or join together to act to the detriment of another competitor 
C)  Agreements in which a manufacturer or wholesaler grants one dealer exclusive rights to sell a product in a certain trading area or insists that the dealer not carry competing lines 
D)  Competitors who conspire to set or maintain uniform prices and profit margins

Question 6

Tie-in sales refers to:

Accepted Answer

A)  selling substitute goods different from those ordered, intentionally misrepresent delivery dates, fail to actually fill an order, and not fill an order in a reasonable time 
B)  Selecting only suppliers who will also purchase from the buyer-"You buy from me and I'll buy from you" 
C)  buying an unwanted item or items in return for being allowed to purchase a product in heavy demand 
D)  shipping unordered goods or shipping larger amounts than ordered, hoping the buyer will pay for them 
A)  selling substitute goods different from those ordered, intentionally misrepresent delivery dates, fail to actually fill an order, and not fill an order in a reasonable time 
B)  Selecting only suppliers who will also purchase from the buyer-"You buy from me and I'll buy from you" 
C)  buying an unwanted item or items in return for being allowed to purchase a product in heavy demand 
D)  shipping unordered goods or shipping larger amounts than ordered, hoping the buyer will pay for them

Question 7

According to sales-related codes of ethics, the following practices are generally not acceptable:

Accepted Answer

A)  Violation of antitrust laws 
B)  Fraud and deception 
C)  Illegal payments abroad 
D)  all the above 
A)  Violation of antitrust laws 
B)  Fraud and deception 
C)  Illegal payments abroad 
D)  all the above

Question 8

____________ refers to the inherent fairness or justice in a situation.

Accepted Answer

A)  Acceptability 
B)  Moral equity 
C)  Contractualism 
D)  teleology 
A)  Acceptability 
B)  Moral equity 
C)  Contractualism 
D)  teleology

Question 9

A moral judgment is a person's evaluation of the situation from an ethical perspective.

Accepted Answer

A) True 
 B)False

Question 10

Restraint of trade refers to:

Accepted Answer

A)  competitors colluding to divide a market into noncompetitive territories or to restrict competition in a market 
B)  competitors who conspire to set prices or join together to act to the detriment of another competitor 
C)  Agreements in which a manufacturer or wholesaler grants one dealer exclusive rights to sell a product in a certain trading area or insists that the dealer not carry competing lines 
D)  Competitors who conspire to set or maintain uniform prices and profit margins 
A)  competitors colluding to divide a market into noncompetitive territories or to restrict competition in a market 
B)  competitors who conspire to set prices or join together to act to the detriment of another competitor 
C)  Agreements in which a manufacturer or wholesaler grants one dealer exclusive rights to sell a product in a certain trading area or insists that the dealer not carry competing lines 
D)  Competitors who conspire to set or maintain uniform prices and profit margins

Question 11

Tie-in sales refers to shipping unordered goods or shipping larger amounts than ordered, hoping the buyer will pay for them.

Accepted Answer

A) True 
 B)False

Question 12

Acceptability is the extent to which an act is consistent with stated or implied contracts and/or laws.

Accepted Answer

A) True 
 B)False

Question 13

Business libel occurs when an unfair and untrue statement about a competitor is made in writing (usually a letter, sales literature, advertisement, or company brochure).

Accepted Answer

A) True 
 B)False

Question 14

Unordered goods refers to:

Accepted Answer

A)  selling substitute goods different from those ordered, intentionally misrepresent delivery dates, fail to actually fill an order, and not fill an order in a reasonable time 
B)  Selecting only suppliers who will also purchase from the buyer-"You buy from me and I'll buy from you" 
C)  buying an unwanted item or items in return for being allowed to purchase a product in heavy demand 
D)  shipping unordered goods or shipping larger amounts than ordered, hoping the buyer will pay for them 
A)  selling substitute goods different from those ordered, intentionally misrepresent delivery dates, fail to actually fill an order, and not fill an order in a reasonable time 
B)  Selecting only suppliers who will also purchase from the buyer-"You buy from me and I'll buy from you" 
C)  buying an unwanted item or items in return for being allowed to purchase a product in heavy demand 
D)  shipping unordered goods or shipping larger amounts than ordered, hoping the buyer will pay for them

Question 15

In selling to international markets, sales managers will need to recognize the truth of all of the following statements except

Accepted Answer

A)  France prohibits door-to-door selling 
B)  United States allows American companies to trade with some foreign countries such as Cuba and North Korea 
C)  Germany laws hold that bribes are legal and tax deductible as long as they are made outside Germany 
D)  United Nations and the European Union are standardizing commercial codes, such as environmental and product safety standards, that are binding on all companies whose nations consent. 
A)  France prohibits door-to-door selling 
B)  United States allows American companies to trade with some foreign countries such as Cuba and North Korea 
C)  Germany laws hold that bribes are legal and tax deductible as long as they are made outside Germany 
D)  United Nations and the European Union are standardizing commercial codes, such as environmental and product safety standards, that are binding on all companies whose nations consent.

Question 16

In dealing with their own companies, which of the following is not an ethical issue for most salespeople?

Accepted Answer

A)  cheating in sales contests 
B)  falsification of sales records 
C)  misuse of company assets 
D)  all the above are ethical issues for most salespeople 
A)  cheating in sales contests 
B)  falsification of sales records 
C)  misuse of company assets 
D)  all the above are ethical issues for most salespeople

Question 17

Unfair competition refers to:

Accepted Answer

A)  when an unfair and untrue oral statement is made about a competitor 
B)  when an unfair and untrue statement about a competitor is made in writing (usually a letter, sales literature, advertisement, or company brochure) 
C)  false or deceptive comparisons or distorted claims are made concerning a competitor's product, services, or property 
D)  injury to a competitor can result from the false advertising of one's own product, misrepresentation of the qualities or characteristics of the product, or related unfair or deceptive trade practices 
A)  when an unfair and untrue oral statement is made about a competitor 
B)  when an unfair and untrue statement about a competitor is made in writing (usually a letter, sales literature, advertisement, or company brochure) 
C)  false or deceptive comparisons or distorted claims are made concerning a competitor's product, services, or property 
D)  injury to a competitor can result from the false advertising of one's own product, misrepresentation of the qualities or characteristics of the product, or related unfair or deceptive trade practices

Question 18

Relativism is sometimes called situational ethics, meaning that a behavior acceptable in one situation can be unacceptable in another.

Accepted Answer

A) True 
 B)False

Question 19

The Federal Trade Commission Act of 1914 seeks to control which of the following

Accepted Answer

A)  monopolies 
B)  acts that significantly reduce competition 
C)  unfair methods of competition in commerce 
D)  brands and trademarks 
A)  monopolies 
B)  acts that significantly reduce competition 
C)  unfair methods of competition in commerce 
D)  brands and trademarks

Question 20

Unordered goods refers to selling substitute goods different from those ordered, intentionally misrepresent delivery dates, fail to actually fill an order, and not fill an order in a reasonable time.

Accepted Answer

A) True 
 B)False

Business slander refers to:

Collusion refers to competitors who do not conspire to set or maintain uniform prices and profit margins.

Which of the behaviors below is least likely to be unethical?

Which of the following statements about ethics is false?

Exclusive dealing refers to:

Tie-in sales refers to:

According to sales-related codes of ethics, the following practices are generally not acceptable:

____________ refers to the inherent fairness or justice in a situation.

A moral judgment is a person's evaluation of the situation from an ethical perspective.

Restraint of trade refers to:

Tie-in sales refers to shipping unordered goods or shipping larger amounts than ordered, hoping the buyer will pay for them.

Acceptability is the extent to which an act is consistent with stated or implied contracts and/or laws.

Business libel occurs when an unfair and untrue statement about a competitor is made in writing (usually a letter, sales literature, advertisement, or company brochure).

Unordered goods refers to:

In selling to international markets, sales managers will need to recognize the truth of all of the following statements except

In dealing with their own companies, which of the following is not an ethical issue for most salespeople?

Unfair competition refers to:

Relativism is sometimes called situational ethics, meaning that a behavior acceptable in one situation can be unacceptable in another.

The Federal Trade Commission Act of 1914 seeks to control which of the following

Unordered goods refers to selling substitute goods different from those ordered, intentionally misrepresent delivery dates, fail to actually fill an order, and not fill an order in a reasonable time.

Introduction to Sales Force Management and Its Evolving Roles

Customer Relationship Management Crm and Building Partnerships

The Selling Process

Sales Forecasting and Budgeting

Sales Force Planning and Organizing

Time and Territory Management

Recruiting and Selecting the Sales Force

Training the Sales Force

Sales Force Leadership

Sales Force Motivation

Sales Force Compensation

Sales Organization Audit and Sales Analytics

Sales Force Performance Evaluation

Filters

Exam 2: Managing Ethics in a Sales Environment

Business slander refers to:

Collusion refers to competitors who do not conspire to set or maintain uniform prices and profit margins.

Which of the behaviors below is least likely to be unethical?

Which of the following statements about ethics is false?

Exclusive dealing refers to:

Tie-in sales refers to:

According to sales-related codes of ethics, the following practices are generally not acceptable:

____________ refers to the inherent fairness or justice in a situation.

A moral judgment is a person's evaluation of the situation from an ethical perspective.

Restraint of trade refers to:

Tie-in sales refers to shipping unordered goods or shipping larger amounts than ordered, hoping the buyer will pay for them.

Acceptability is the extent to which an act is consistent with stated or implied contracts and/or laws.

Business libel occurs when an unfair and untrue statement about a competitor is made in writing (usually a letter, sales literature, advertisement, or company brochure).

Unordered goods refers to:

In selling to international markets, sales managers will need to recognize the truth of all of the following statements except

In dealing with their own companies, which of the following is not an ethical issue for most salespeople?

Unfair competition refers to:

Relativism is sometimes called situational ethics, meaning that a behavior acceptable in one situation can be unacceptable in another.

The Federal Trade Commission Act of 1914 seeks to control which of the following

Unordered goods refers to selling substitute goods different from those ordered, intentionally misrepresent delivery dates, fail to actually fill an order, and not fill an order in a reasonable time.

Introduction to Sales Force Management and Its Evolving Roles

Customer Relationship Management Crm and Building Partnerships

The Selling Process

Sales Forecasting and Budgeting

Sales Force Planning and Organizing

Time and Territory Management

Recruiting and Selecting the Sales Force

Training the Sales Force

Sales Force Leadership

Sales Force Motivation

Sales Force Compensation

Sales Organization Audit and Sales Analytics

Sales Force Performance Evaluation

Filters