Question 1

Reciprocity,as a corporate policy,is:

Accepted Answer

A)  always a breach of ethics 
B)  illegal in the U.S., but not in other countries 
C)  only a worry if the heads of the companies know each other personally 
D)  easier to navigate if the companies are in different industries 
E)  occasionally a form of corporate blackmail 
A)  always a breach of ethics 
B)  illegal in the U.S., but not in other countries 
C)  only a worry if the heads of the companies know each other personally 
D)  easier to navigate if the companies are in different industries 
E)  occasionally a form of corporate blackmail

Question 2

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 3

Ron,a sales representative for a software firm,is giving a sales presentation to Mona,a buyer for a large manufacturing firm.Making a sale to Mona would double Ron's sales amount for the month and lead to a large commission.As they're engaging in small talk,Mona mentions to Ron that she's a huge fan of the local college football team.Ron's wife works at that college and can get season tickets for the games.What should Ron most likely do?

Accepted Answer

A)  Ron should ask Mona more about her interest in the football team to discover if she would like tickets or if she already has her own. 
B)  Ron should ask his sales manager after the sales meeting if he should offer Mona tickets to the games. 
C)  Ron should assume that by mentioning the team, Mona is subtly letting him know what her preferences are so that he can give her a gift to win her business. 
D)  Ron should offer Mona season tickets to the games to influence her to buy the software product he is selling. 
E)  Ron should let the comment go and continue with the presentation to win Mona's business on the merits of the product and price. 
A)  Ron should ask Mona more about her interest in the football team to discover if she would like tickets or if she already has her own. 
B)  Ron should ask his sales manager after the sales meeting if he should offer Mona tickets to the games. 
C)  Ron should assume that by mentioning the team, Mona is subtly letting him know what her preferences are so that he can give her a gift to win her business. 
D)  Ron should offer Mona season tickets to the games to influence her to buy the software product he is selling. 
E)  Ron should let the comment go and continue with the presentation to win Mona's business on the merits of the product and price.

Question 4

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 5

Which of the following is most useful in guiding a salesperson in ethical behavior?

Accepted Answer

A)  official company policies on bribes and kickbacks 
B)  salesperson's actions at previous jobs 
C)  role model provided by sales manager 
D)  competitors' actions 
E)  customer expectations and desires 
A)  official company policies on bribes and kickbacks 
B)  salesperson's actions at previous jobs 
C)  role model provided by sales manager 
D)  competitors' actions 
E)  customer expectations and desires

Question 6

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

Accepted Answer

A) True 
 B)False

Question 7

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 emails 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 emails to customers or to each other

Question 8

In transactional sales,the customer's primary focus is a trustworthy:

Accepted Answer

A)  product 
B)  salesperson 
C)  organization 
D)  culture 
E)  industry 
A)  product 
B)  salesperson 
C)  organization 
D)  culture 
E)  industry

Question 9

It is important to record the facts of an interaction with a customer in CRM software but not your conclusions,because:

Accepted Answer

A)  it is never appropriate to make conclusions from data without consulting the research department 
B)  recording conclusions is a breach of ethics 
C)  coworkers could use this information to sabotage your sales 
D)  this information could become available to the customer in the future 
E)  the competition has access to the same databases you do 
A)  it is never appropriate to make conclusions from data without consulting the research department 
B)  recording conclusions is a breach of ethics 
C)  coworkers could use this information to sabotage your sales 
D)  this information could become available to the customer in the future 
E)  the competition has access to the same databases you do

Question 10

Product disparagement constitutes a type of business defamation.

Accepted Answer

A) True 
 B)False

Question 11

The term ________ can be defined as a mutual exchange of benefits,as when a firm buys products from its own customers.

Accepted Answer

The answer of The term ________ can be defined as...

Question 12

When a customer reveals confidential information about a competitor to a salesperson,the preferred course of action is for the salesperson to:

Accepted Answer

A)  preserve the confidentiality of information they receive 
B)  accurately relate the details to top management 
C)  inform the competing company about the useful information in exchange for a sale 
D)  request that the customer not comment further because of the conflict of interest 
E)  clarify the details to make sure the information is correct 
A)  preserve the confidentiality of information they receive 
B)  accurately relate the details to top management 
C)  inform the competing company about the useful information in exchange for a sale 
D)  request that the customer not comment further because of the conflict of interest 
E)  clarify the details to make sure the information is correct

Question 13

In strategic alliance sales,the customer's primary focus is a trustworthy:

Accepted Answer

A)  product 
B)  salesperson 
C)  organization 
D)  culture 
E)  industry 
A)  product 
B)  salesperson 
C)  organization 
D)  culture 
E)  industry

Question 14

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 15

Which of the following most likely has the LEAST influence on a salesperson's ethical behaviors?

Accepted Answer

A)  sales manager's actions 
B)  company policies and practices 
C)  salesperson's personal values 
D)  consumer group statements 
E)  behaviors of top management 
A)  sales manager's actions 
B)  company policies and practices 
C)  salesperson's personal values 
D)  consumer group statements 
E)  behaviors of top management

Question 16

Which of the following is LEAST likely a characteristic of a person with a high level of emotional intelligence?

Accepted Answer

A)  self-confidence 
B)  professionalism 
C)  adaptability 
D)  optimism 
E)  empathy 
A)  self-confidence 
B)  professionalism 
C)  adaptability 
D)  optimism 
E)  empathy

Question 17

The role of the salesperson is to diagnose buyer need and determine how to extract value from the situation.

Accepted Answer

A) True 
 B)False

Question 18

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

Accepted Answer

A) True 
 B)False

Question 19

Which of the following would be the best application of principles regarding gift giving to customers?

Accepted Answer

A)  Give gifts before doing business with a customer. 
B)  Determine the gift-receiving policy of the customer's company. 
C)  Once begun, maintain a regular and consistent pattern of gift giving. 
D)  Clearly explain the conditions you expect of the customer who accepts a gift. 
E)  Give a gift proportional to the sale you expect to make from the customer. 
A)  Give gifts before doing business with a customer. 
B)  Determine the gift-receiving policy of the customer's company. 
C)  Once begun, maintain a regular and consistent pattern of gift giving. 
D)  Clearly explain the conditions you expect of the customer who accepts a gift. 
E)  Give a gift proportional to the sale you expect to make from the customer.

Question 20

A majority of the 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

Reciprocity,as a corporate policy,is:

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

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:

Which of the following is most useful in guiding a salesperson in ethical behavior?

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

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

In transactional sales,the customer's primary focus is a trustworthy:

It is important to record the facts of an interaction with a customer in CRM software but not your conclusions,because:

Product disparagement constitutes a type of business defamation.

The term ________ can be defined as a mutual exchange of benefits,as when a firm buys products from its own customers.

When a customer reveals confidential information about a competitor to a salesperson,the preferred course of action is for the salesperson to:

In strategic alliance sales,the customer's primary focus is a trustworthy:

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

Which of the following most likely has the LEAST influence on a salesperson's ethical behaviors?

Which of the following is LEAST likely a characteristic of a person with a high level of emotional intelligence?

The role of the salesperson is to diagnose buyer need and determine how to extract value from the situation.

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

Which of the following would be the best application of principles regarding gift giving to customers?

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

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

Reciprocity,as a corporate policy,is:

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

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:

Which of the following is most useful in guiding a salesperson in ethical behavior?

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

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

In transactional sales,the customer's primary focus is a trustworthy:

It is important to record the facts of an interaction with a customer in CRM software but not your conclusions,because:

Product disparagement constitutes a type of business defamation.

The term ________ can be defined as a mutual exchange of benefits,as when a firm buys products from its own customers.

When a customer reveals confidential information about a competitor to a salesperson,the preferred course of action is for the salesperson to:

In strategic alliance sales,the customer's primary focus is a trustworthy:

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

Which of the following most likely has the LEAST influence on a salesperson's ethical behaviors?

Which of the following is LEAST likely a characteristic of a person with a high level of emotional intelligence?

The role of the salesperson is to diagnose buyer need and determine how to extract value from the situation.

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

Which of the following would be the best application of principles regarding gift giving to customers?

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

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