Question 1

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

Accepted Answer

product disparagement

Question 2

An American company has been working on a business deal in a developing nation.This deal will open an entirely new market to the American company,increase stability in the local economy,and provide jobs to thousands of local workers.When the deal reaches the final phases,the local government asks for a sizable bribe from the American company to move forward with the proper permits to continue with the project.Which of the following is the proper analysis of the situation?

Accepted Answer

A)  Paying bribes violates U.S. laws, so the deal may fall through. 
B)  Reciprocity is illegal in most foreign countries but not necessarily in the U.S. 
C)  U.S. bribery laws are suspended in foreign countries, so paying the bribe is acceptable. 
D)  According to U.S. laws, bribes are equivalent to gift giving, so they are an accepted aspect of conducting business. 
E)  The U.S. firm must consult the International Uniform Code of Business to determine the legality of the bribe. 
A)  Paying bribes violates U.S. laws, so the deal may fall through. 
B)  Reciprocity is illegal in most foreign countries but not necessarily in the U.S. 
C)  U.S. bribery laws are suspended in foreign countries, so paying the bribe is acceptable. 
D)  According to U.S. laws, bribes are equivalent to gift giving, so they are an accepted aspect of conducting business. 
E)  The U.S. firm must consult the International Uniform Code of Business to determine the legality of the bribe. A

Question 3

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 D

Question 4

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?

Accepted Answer

A)  offering an incentive or prize to salespeople who meet or exceed their quotas 
B)  sending an email to the entire department whenever a sales rep closes a sale 
C)  telling sales teams that they need to hit their quotas no matter what it takes 
D)  modifying sales territories to ensure that key accounts are actively monitored 
E)  contacting key accounts to let them know the company stands behind its product 
A)  offering an incentive or prize to salespeople who meet or exceed their quotas 
B)  sending an email to the entire department whenever a sales rep closes a sale 
C)  telling sales teams that they need to hit their quotas no matter what it takes 
D)  modifying sales territories to ensure that key accounts are actively monitored 
E)  contacting key accounts to let them know the company stands behind its product

Question 5

Differentiate between business slander,business libel,and product disparagement.

Accepted Answer

Business slander: This arises when an un

Question 6

Which of the following statements about culture is most likely FALSE?

Accepted Answer

A)  Indirect communication is preferred in Africa. 
B)  Harmony is highly valued in Asian countries. 
C)  Gift giving is considered unethical in China. 
D)  Americans value promptness for business meetings. 
E)  Tactfulness is important when doing business in Arab countries. 
A)  Indirect communication is preferred in Africa. 
B)  Harmony is highly valued in Asian countries. 
C)  Gift giving is considered unethical in China. 
D)  Americans value promptness for business meetings. 
E)  Tactfulness is important when doing business in Arab countries.

Question 7

Yukie,a salesperson for a North American car manufacturer,told one of her prospects that Honda was being investigated in Japan for unfair labor practices.Although she had heard the rumor from someone else,she was confident it was false.Yukie is guilty of:

Accepted Answer

A)  libel 
B)  product disparagement 
C)  reciprocity 
D)  false advertising 
E)  slander 
A)  libel 
B)  product disparagement 
C)  reciprocity 
D)  false advertising 
E)  slander

Question 8

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

Accepted Answer

The answer of Business defamation incurred when an unfair and...

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

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 11

Accu-Tech,a small company in a tightly-contested market,discovers that sales reps of the firm's main competitor,Compu-World,have been making untrue and unfair oral statements about Accu-Tech products and services.Which term best describes the actions of Compu-World sales reps?

Accepted Answer

A)  business libel 
B)  business slander 
C)  product liability 
D)  product disparagement 
E)  organizational reciprocity 
A)  business libel 
B)  business slander 
C)  product liability 
D)  product disparagement 
E)  organizational reciprocity

Question 12

Accu-Tech,a small company in a tightly-contested market,discovers that sales reps of the firm's main competitor,Compu-World,have been making false and negative statements about Accu-Tech products and services.One of Accu-Tech's best customers calls the company's CEO asking about the rumors,and the CEO realizes that Accu-Tech may lose business from the Compu-World claims.What should Accu-Tech most likely do?

Accepted Answer

A)  Take out a full-page ad in the local newspaper disputing the claims with facts and stating that Compu-World has been lying to customers. 
B)  Talk to Accu-Tech customers in person to give them the facts and research that support the truth about the firm's products and services. 
C)  Contact the Compu-World CEO and arrange to divide up the local market to avoid duplicitous sales tactics. 
D)  Take Compu-World to court for business libel and reciprocity unless the firm issues a public apology. 
E)  Engage in a mass media campaign to spread negative information about Compu-World. 
A)  Take out a full-page ad in the local newspaper disputing the claims with facts and stating that Compu-World has been lying to customers. 
B)  Talk to Accu-Tech customers in person to give them the facts and research that support the truth about the firm's products and services. 
C)  Contact the Compu-World CEO and arrange to divide up the local market to avoid duplicitous sales tactics. 
D)  Take Compu-World to court for business libel and reciprocity unless the firm issues a public apology. 
E)  Engage in a mass media campaign to spread negative information about Compu-World.

Question 13

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

Accepted Answer

A)  The salesperson gives the customer a cut glass paperweight with the company's name engraved on it at the end of December. 
B)  A salesperson gives a potential customer tickets for front-row seats at a sold-out concert of the potential customer's favorite singer. 
C)  The company throws an annual party for its clients at company headquarters that includes a buffet and open bar. 
D)  At a software convention, a software sales rep takes its top five clients out for dinner at an expensive steakhouse. 
E)  A railway company gives all of its vendors a 20% discount on passenger rail services. 
A)  The salesperson gives the customer a cut glass paperweight with the company's name engraved on it at the end of December. 
B)  A salesperson gives a potential customer tickets for front-row seats at a sold-out concert of the potential customer's favorite singer. 
C)  The company throws an annual party for its clients at company headquarters that includes a buffet and open bar. 
D)  At a software convention, a software sales rep takes its top five clients out for dinner at an expensive steakhouse. 
E)  A railway company gives all of its vendors a 20% discount on passenger rail services.

Question 14

According to the text,________ influence ________,which then influence ________.

Accepted Answer

A)  attitudes; behaviors; values 
B)  behaviors; attitudes; values 
C)  values; attitudes; behaviors 
D)  attitudes; values; morals 
E)  morals; attitudes; values 
A)  attitudes; behaviors; values 
B)  behaviors; attitudes; values 
C)  values; attitudes; behaviors 
D)  attitudes; values; morals 
E)  morals; attitudes; values

Question 15

The salesperson should use a standard entertainment activity for all customers to avoid the appearance of favoritism.

Accepted Answer

A) True 
 B)False

Question 16

The primary focus of trust in transactional sales is trust in the person who sells the product.

Accepted Answer

A) True 
 B)False

Question 17

Individuals with high levels of emotional intelligence rarely display the qualities needed to be successful in sales because they appear untrustworthy.

Accepted Answer

A) True 
 B)False

Question 18

________ are deeply held personal beliefs and preferences.

Accepted Answer

The answer of ________ are deeply held personal beliefs and...

Question 19

Harold Timmons is in a position to close a large sale if he conceals certain information that the customer needs to make an intelligent buying decision.Harold's sales manager encourages him to withhold the information and says,"You will not be breaking any law." Which of the following statements would most likely help Harold in this situation?

Accepted Answer

A)  A salesperson's ethical sense must extend beyond the legal definition of right and wrong. 
B)  Cooling-off laws prevent customers from being harmed by unethical salespeople. 
C)  The code of ethics established by management justifies all ethical and unethical choices. 
D)  The firm's moral tone is established by salespeople who have daily customer contact. 
E)  An action is ethical if a salesperson can defend it successfully to a group of peers. 
A)  A salesperson's ethical sense must extend beyond the legal definition of right and wrong. 
B)  Cooling-off laws prevent customers from being harmed by unethical salespeople. 
C)  The code of ethics established by management justifies all ethical and unethical choices. 
D)  The firm's moral tone is established by salespeople who have daily customer contact. 
E)  An action is ethical if a salesperson can defend it successfully to a group of peers.

Question 20

In general,U.S.ethical codes when doing business in foreign countries tend to be:

Accepted Answer

A)  more accepting of bribery but less accepting of libel 
B)  more accepting of libel but less accepting of bribery 
C)  more relaxed than the codes of other countries 
D)  the same as the codes of other countries 
E)  stricter than the codes of other countries 
A)  more accepting of bribery but less accepting of libel 
B)  more accepting of libel but less accepting of bribery 
C)  more relaxed than the codes of other countries 
D)  the same as the codes of other countries 
E)  stricter than the codes of other countries

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

The practice of reciprocity:

Differentiate between business slander,business libel,and product disparagement.

Which of the following statements about culture is most likely FALSE?

Yukie,a salesperson for a North American car manufacturer,told one of her prospects that Honda was being investigated in Japan for unfair labor practices.Although she had heard the rumor from someone else,she was confident it was false.Yukie is guilty of:

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

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

CRM software can most likely help a salesperson to:

Accu-Tech,a small company in a tightly-contested market,discovers that sales reps of the firm's main competitor,Compu-World,have been making untrue and unfair oral statements about Accu-Tech products and services.Which term best describes the actions of Compu-World sales reps?

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

According to the text, influence ,which then influence .

The salesperson should use a standard entertainment activity for all customers to avoid the appearance of favoritism.

The primary focus of trust in transactional sales is trust in the person who sells the product.

Individuals with high levels of emotional intelligence rarely display the qualities needed to be successful in sales because they appear untrustworthy.

________ are deeply held personal beliefs and preferences.

In general,U.S.ethical codes when doing business in foreign countries tend to be:

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

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

The practice of reciprocity:

Differentiate between business slander,business libel,and product disparagement.

Which of the following statements about culture is most likely FALSE?

Yukie,a salesperson for a North American car manufacturer,told one of her prospects that Honda was being investigated in Japan for unfair labor practices.Although she had heard the rumor from someone else,she was confident it was false.Yukie is guilty of:

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

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

CRM software can most likely help a salesperson to:

Accu-Tech,a small company in a tightly-contested market,discovers that sales reps of the firm's main competitor,Compu-World,have been making untrue and unfair oral statements about Accu-Tech products and services.Which term best describes the actions of Compu-World sales reps?

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

According to the text,________ influence ________,which then influence ________.

The salesperson should use a standard entertainment activity for all customers to avoid the appearance of favoritism.

The primary focus of trust in transactional sales is trust in the person who sells the product.

Individuals with high levels of emotional intelligence rarely display the qualities needed to be successful in sales because they appear untrustworthy.

________ are deeply held personal beliefs and preferences.

In general,U.S.ethical codes when doing business in foreign countries tend to be:

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

According to the text, influence ,which then influence .