Exam 2: Managing Ethics in a Sales Environment

Price fixing refers to 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.

(True/False)

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Question 61

The ethical work climate is a specific aspect of the organizational climate. Specifically, it's the way employees view their work environment on moral dimensions.

(True/False)

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Question 62

Business libel refers to:

(Multiple Choice)

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Question 63

About reciprocity as a business practice, it can accurately be said that:

(Multiple Choice)

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Question 64

Orders and terms of sale refers to:

(Multiple Choice)

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Question 65

Which of the following is not considered an unethical sales practice?

(Multiple Choice)

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Question 66

Business defamation can include each of the following offenses except

(Multiple Choice)

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Question 67

With regard to "cooling off" rules, which of the following is correct?

(Multiple Choice)

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Question 68

All of the following are common unethical practices committed by salespeople except

(Multiple Choice)

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Question 69

Which of the following is not a law protecting companies from each other to ensure healthy competition?

(Multiple Choice)

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Question 70

Price fixing refers to:

(Multiple Choice)

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Question 71

The _______________ dimension defines how far people are trusted to behave in a responsible way and are held personally responsible for their actions.

(Multiple Choice)

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Question 72

Laws protecting consumers and society from unfair business practices include all except:

(Multiple Choice)

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Question 73

As a dimension of ethical climate, ______________ refers to the extent to which employees feel pressured to prioritize increased revenues, profits, margins, or other financial returns over all other concerns.

(Multiple Choice)

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Question 74

Which of the following are ethical sales practices?

(Multiple Choice)

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Question 75

The mere existence of a code of ethics alone does not guarantee a more ethical environment.

(True/False)

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Question 76

Customer vulnerability refers to a state in which the selling company is at a disadvantage relative to the buyers.

(True/False)

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Question 77

Salespeople should be taught that it is seldom "smart" to conduct unethical practices with customers, even when the customer is the instigator.

(True/False)

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Question 78

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

(Multiple Choice)

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Question 79

Federal regulations have had a major impact on business organizations in areas such as collusion, price-cutting, and the restraint of trade. Which of the following regulations address the issue of pricing?

(Multiple Choice)

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Question 80

Showing 61 - 80 of 82

Price fixing refers to 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.

The ethical work climate is a specific aspect of the organizational climate. Specifically, it's the way employees view their work environment on moral dimensions.

Business libel refers to:

About reciprocity as a business practice, it can accurately be said that:

Orders and terms of sale refers to:

Which of the following is not considered an unethical sales practice?

Business defamation can include each of the following offenses except

With regard to "cooling off" rules, which of the following is correct?

All of the following are common unethical practices committed by salespeople except

Which of the following is not a law protecting companies from each other to ensure healthy competition?

Price fixing refers to:

The _______________ dimension defines how far people are trusted to behave in a responsible way and are held personally responsible for their actions.

Laws protecting consumers and society from unfair business practices include all except:

As a dimension of ethical climate, ______________ refers to the extent to which employees feel pressured to prioritize increased revenues, profits, margins, or other financial returns over all other concerns.

Which of the following are ethical sales practices?

The mere existence of a code of ethics alone does not guarantee a more ethical environment.

Customer vulnerability refers to a state in which the selling company is at a disadvantage relative to the buyers.

Salespeople should be taught that it is seldom "smart" to conduct unethical practices with customers, even when the customer is the instigator.

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

Federal regulations have had a major impact on business organizations in areas such as collusion, price-cutting, and the restraint of trade. Which of the following regulations address the issue of pricing?

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

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