Question 1

Customer vulnerability is manifested in the following ways except:

Accepted Answer

A)  Ignorance-a lack of some vital knowledge, often product knowledge, needed to participate in a fair exchange 
B)  Complacency-lack of motivation to do anything meaningful 
C)  Powerlessness-a lack of either competition within a marketplace or sufficient assets with which to be persuasive 
D)  Naiveté-a lack of experience or the ability to conduct a transaction or negotiate terms of a fair deal 
A)  Ignorance-a lack of some vital knowledge, often product knowledge, needed to participate in a fair exchange 
B)  Complacency-lack of motivation to do anything meaningful 
C)  Powerlessness-a lack of either competition within a marketplace or sufficient assets with which to be persuasive 
D)  Naiveté-a lack of experience or the ability to conduct a transaction or negotiate terms of a fair deal

Question 2

Which of the following is an example of business slander?

Accepted Answer

A)  an untrue comparison is made concerning a competitor's product 
B)  an untrue written statement made about a competitor 
C)  an unfair and untrue oral statement made about a competitor 
D)  unfair pricing 
A)  an untrue comparison is made concerning a competitor's product 
B)  an untrue written statement made about a competitor 
C)  an unfair and untrue oral statement made about a competitor 
D)  unfair pricing

Question 3

Idealism deals with the systematic ways that individuals recognize and resolve decisions having moral content.

Accepted Answer

A) True 
 B)False

Question 4

The discipline dealing with moral duty and obligation; a set of moral principles or values; the principles of conduct governing an individual or group deal with:

Accepted Answer

A)  social responsibility 
B)  professional judgments 
C)  morals 
D)  ethics 
A)  social responsibility 
B)  professional judgments 
C)  morals 
D)  ethics

Question 5

Several types of ethical codes exist in American enterprise. Which of the following is not one of these ethical codes?

Accepted Answer

A)  professional codes-for occupational groups such as doctors, lawyers, accountants, marketing researchers, advertisers, or sales representatives. 
B)  advisory group codes-suggested by government agencies or other special interest groups. 
C)  consultative codes-for professional consultants to business, government, and not-for-profit organizations. 
D)  business association codes-for companies engaged in the same line of activity, e.g., the American Association of Advertising Agencies. 
A)  professional codes-for occupational groups such as doctors, lawyers, accountants, marketing researchers, advertisers, or sales representatives. 
B)  advisory group codes-suggested by government agencies or other special interest groups. 
C)  consultative codes-for professional consultants to business, government, and not-for-profit organizations. 
D)  business association codes-for companies engaged in the same line of activity, e.g., the American Association of Advertising Agencies.

Question 6

Reciprocity refers to selecting only suppliers who will also purchase from the buyer-"You buy from me and I'll buy from you."

Accepted Answer

A) True 
 B)False

Question 7

____________ describes how culturally or socially acceptable we perceive an action to be.

Accepted Answer

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

Question 8

Salespeople must be aware that the saying "all is fair in love and war" does not necessarily apply to ethical selling and dealing with competition. Which of the following is considered to be an unethical practice?

Accepted Answer

A)  snooping on competitors 
B)  calling upon a competitor's customer 
C)  attending civic meetings when your competitors are in attendance 
D)  all of the above are unethical 
A)  snooping on competitors 
B)  calling upon a competitor's customer 
C)  attending civic meetings when your competitors are in attendance 
D)  all of the above are unethical

Question 9

Teleology is a philosophy that defines morality based on the consequences of the behavior. It allows some indiscretion based on the argument that the "good" that results is more important than the harm caused. In other words, the end justifies the means.

Accepted Answer

A) True 
 B)False

Question 10

With regard to business ethics, which of the following statement is false?

Accepted Answer

A)  ethics pertain to the moral content of behavior 
B)  Professional ethics stress the norms or values of a profession 
C)  Individual, organizational, and professional ethics should always be in conflict so that the check and balance system can operate most effectively to prevent any one ethic-no matter how noble-from dominating. 
D)  Salespeople who find a particular sales strategy unethical should be allowed to voice dissenting opinions instead of being pressured into unwilling conformity 
A)  ethics pertain to the moral content of behavior 
B)  Professional ethics stress the norms or values of a profession 
C)  Individual, organizational, and professional ethics should always be in conflict so that the check and balance system can operate most effectively to prevent any one ethic-no matter how noble-from dominating. 
D)  Salespeople who find a particular sales strategy unethical should be allowed to voice dissenting opinions instead of being pressured into unwilling conformity

Question 11

Which of the following represent ethical behavior?

Accepted Answer

A)  Misleading customers by leaving out important facts 
B)  Using guilt tactics such as telling older people they should have life insurance policies for many relatives 
C)  Disclosing all the advantages and disadvantages of a product being considered for sale 
D)  Using excessive jargon and fine print to make the terms of sale unclear 
A)  Misleading customers by leaving out important facts 
B)  Using guilt tactics such as telling older people they should have life insurance policies for many relatives 
C)  Disclosing all the advantages and disadvantages of a product being considered for sale 
D)  Using excessive jargon and fine print to make the terms of sale unclear

Question 12

Collusion refers to:

Accepted Answer

A)  agreements in which a manufacturer grants one dealer exclusive rights to sell a product in a certain trading area 
B)  competitors who do not conspire to set or maintain uniform prices and profit margins 
C)  competitors who conspire to set prices or join together to act to the detriment of another competitor 
D)  all of the above 
A)  agreements in which a manufacturer grants one dealer exclusive rights to sell a product in a certain trading area 
B)  competitors who do not conspire to set or maintain uniform prices and profit margins 
C)  competitors who conspire to set prices or join together to act to the detriment of another competitor 
D)  all of the above

Question 13

Ethics are

Accepted Answer

A)  something that is basically irrelevant to business 
B)  the study of what is right and wrong or good and bad and honest and dishonest 
C)  rules clearly outlined in the bible 
D)  simply complying with the law 
A)  something that is basically irrelevant to business 
B)  the study of what is right and wrong or good and bad and honest and dishonest 
C)  rules clearly outlined in the bible 
D)  simply complying with the law

Question 14

Reciprocity 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

Which of the following are not dimensions of the ethical climate?

Accepted Answer

A)  policies and rules 
B)  trust and responsibility 
C)  accountability 
D)  peer behavior 
A)  policies and rules 
B)  trust and responsibility 
C)  accountability 
D)  peer behavior

Question 16

Strict idealism is associated with universal standards, meaning they should be applied in all relevant situations regardless of context.

Accepted Answer

A) True 
 B)False

Question 17

Sales management ethics is the specific component of business ethics that deals with ethically managing the sales function.

Accepted Answer

A) True 
 B)False

Question 18

____________ represents a situation with alternate courses of action, each having different moral implications.

Accepted Answer

A)  ethical dilemma 
B)  Acceptability dilemma 
C)  Contractual dilemma 
D)  Obligational dilemma 
A)  ethical dilemma 
B)  Acceptability dilemma 
C)  Contractual dilemma 
D)  Obligational dilemma

Question 19

Contractualism describes how culturally or socially acceptable we perceive an action to be.

Accepted Answer

A) True 
 B)False

Question 20

"Green River" ordinances require that

Accepted Answer

A)  all salespeople who seek professional certification submit qualifying credentials to Green River, Wisconsin for verification 
B)  all non-residents who attempt to sell goods or services directly to consumers be registered with city authorities and obtain a license to sell goods or services direct to consumers in that vicinity 
C)  all salespeople with health problems obtain a validated health exam before being permitted to call on consumers in their homes 
D)  all door-to-door salespeople post a $1,000 bond with city authorities before making sales call in the city 
A)  all salespeople who seek professional certification submit qualifying credentials to Green River, Wisconsin for verification 
B)  all non-residents who attempt to sell goods or services directly to consumers be registered with city authorities and obtain a license to sell goods or services direct to consumers in that vicinity 
C)  all salespeople with health problems obtain a validated health exam before being permitted to call on consumers in their homes 
D)  all door-to-door salespeople post a $1,000 bond with city authorities before making sales call in the city

Customer vulnerability is manifested in the following ways except:

Which of the following is an example of business slander?

Idealism deals with the systematic ways that individuals recognize and resolve decisions having moral content.

The discipline dealing with moral duty and obligation; a set of moral principles or values; the principles of conduct governing an individual or group deal with:

Several types of ethical codes exist in American enterprise. Which of the following is not one of these ethical codes?

Reciprocity refers to selecting only suppliers who will also purchase from the buyer-"You buy from me and I'll buy from you."

____________ describes how culturally or socially acceptable we perceive an action to be.

Salespeople must be aware that the saying "all is fair in love and war" does not necessarily apply to ethical selling and dealing with competition. Which of the following is considered to be an unethical practice?

Teleology is a philosophy that defines morality based on the consequences of the behavior. It allows some indiscretion based on the argument that the "good" that results is more important than the harm caused. In other words, the end justifies the means.

With regard to business ethics, which of the following statement is false?

Which of the following represent ethical behavior?

Collusion refers to:

Ethics are

Reciprocity refers to:

Which of the following are not dimensions of the ethical climate?

Strict idealism is associated with universal standards, meaning they should be applied in all relevant situations regardless of context.

Sales management ethics is the specific component of business ethics that deals with ethically managing the sales function.

____________ represents a situation with alternate courses of action, each having different moral implications.

Contractualism describes how culturally or socially acceptable we perceive an action to be.

"Green River" ordinances require that

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

Customer vulnerability is manifested in the following ways except:

Which of the following is an example of business slander?

Idealism deals with the systematic ways that individuals recognize and resolve decisions having moral content.

The discipline dealing with moral duty and obligation; a set of moral principles or values; the principles of conduct governing an individual or group deal with:

Several types of ethical codes exist in American enterprise. Which of the following is not one of these ethical codes?

Reciprocity refers to selecting only suppliers who will also purchase from the buyer-"You buy from me and I'll buy from you."

____________ describes how culturally or socially acceptable we perceive an action to be.

Salespeople must be aware that the saying "all is fair in love and war" does not necessarily apply to ethical selling and dealing with competition. Which of the following is considered to be an unethical practice?

Teleology is a philosophy that defines morality based on the consequences of the behavior. It allows some indiscretion based on the argument that the "good" that results is more important than the harm caused. In other words, the end justifies the means.

With regard to business ethics, which of the following statement is false?

Which of the following represent ethical behavior?

Collusion refers to:

Ethics are

Reciprocity refers to:

Which of the following are not dimensions of the ethical climate?

Strict idealism is associated with universal standards, meaning they should be applied in all relevant situations regardless of context.

Sales management ethics is the specific component of business ethics that deals with ethically managing the sales function.

____________ represents a situation with alternate courses of action, each having different moral implications.

Contractualism describes how culturally or socially acceptable we perceive an action to be.

"Green River" ordinances require that

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