Question 1

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 2

A sales rep is in a foreign country and has spent several days with a buyer for a large chain of convenience stores there.At the end of the week,the sales rep feels confident that the buyer is ready to purchase,so he asks for the close.The buyer responds that he will be happy to place a large order for the chain as soon as the sales rep gives him an appropriately-sized gift.What should the sales rep most likely do?

Accepted Answer

A) The sales rep should give the buyer the gift. 
B) The sales rep should tell the buyer that Americans are not allowed to give gifts in exchange for business. 
C) The sales rep should convince the buyer that he will give him the gift after the papers are signed,and then refuse to give a gift after the order has been paid. 
D) The sales rep should consult with his sales manager to determine if gift-giving is an ethical and acceptable practice within the confines of an international business situation. 
E) The sales rep should give the buyer the gift but make this contingent on a longer-term relationships involving repeat orders. 
A) The sales rep should give the buyer the gift. 
B) The sales rep should tell the buyer that Americans are not allowed to give gifts in exchange for business. 
C) The sales rep should convince the buyer that he will give him the gift after the papers are signed,and then refuse to give a gift after the order has been paid. 
D) The sales rep should consult with his sales manager to determine if gift-giving is an ethical and acceptable practice within the confines of an international business situation. 
E) The sales rep should give the buyer the gift but make this contingent on a longer-term relationships involving repeat orders.

Question 3

Daniel Santiago has just taken a job as a sales rep with a family-owned company that uses its ethics as part of its marketing campaign with the slogan,"Without integrity,service means nothing." After calling on several clients,however,he discovers that the sales rep who previously had his territory was giving kickbacks to customers in exchange for exclusive contracts with the company.Daniel is fairly certain that his sales manager is not aware of this arrangement.What should Daniel most likely do?

Accepted Answer

A) Daniel should say nothing and continue the kickback plan his predecessor started because it seems to be the norm in this industry. 
B) Daniel should avoid causing waves with his sales manager and go along with the kickbacks for now,but tell his clients that he will not be able to continue them in the future. 
C) Daniel should meet with his sales manager immediately to discuss the situation and ask for guidance in how to tell the clients that he cannot continue the kickbacks. 
D) Daniel should tell the clients that he cannot continue the kickbacks and say nothing to the sales manager if he loses clients that his predecessor worked to develop. 
E) Daniel should leave the company and look for a position in a firm that does not have a mechanism for giving kickbacks. 
A) Daniel should say nothing and continue the kickback plan his predecessor started because it seems to be the norm in this industry. 
B) Daniel should avoid causing waves with his sales manager and go along with the kickbacks for now,but tell his clients that he will not be able to continue them in the future. 
C) Daniel should meet with his sales manager immediately to discuss the situation and ask for guidance in how to tell the clients that he cannot continue the kickbacks. 
D) Daniel should tell the clients that he cannot continue the kickbacks and say nothing to the sales manager if he loses clients that his predecessor worked to develop. 
E) Daniel should leave the company and look for a position in a firm that does not have a mechanism for giving kickbacks.

Question 4

The major outcome of a business agreement based on reciprocity is a mutual exchange of benefits.

Accepted Answer

A) True 
 B)False

Question 5

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

Question 6

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 7

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 8

Culture is the sum total of beliefs,values,knowledge,ethnic customs,and objects that people use to adapt to their environment.

Accepted Answer

A) True 
 B)False

Question 9

Which of the following would be most helpful to salespeople in dealing with bribery?

Accepted Answer

A) a well-established corporate policy on bribing 
B) knowing that bribery is sometimes illegal 
C) knowing that bribery is often unethical 
D) a sales manager who has given bribes in the past 
E) college coursework on bribery 
A) a well-established corporate policy on bribing 
B) knowing that bribery is sometimes illegal 
C) knowing that bribery is often unethical 
D) a sales manager who has given bribes in the past 
E) college coursework on bribery

Question 10

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 11

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 12

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 13

What form of business defamation arises when an unfair and untrue oral statement is made about a competitor?

Accepted Answer

A) business libel 
B) reciprocity 
C) bribery 
D) puffery 
E) business slander 
A) business libel 
B) reciprocity 
C) bribery 
D) puffery 
E) business slander

Question 14

Respond to the following idea: "Ethics are not a matter of law alone.A salesperson's ethical sense must extend beyond the legal definition of what is right or wrong."

Accepted Answer

To view ethics only in terms of what is

Question 15

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 16

Edward,a pharmaceutical sales representative,tends to focus primarily on highlighting product features and making quick sales when interacting with customers.Sometimes,Edward misleads customers about the benefits and side effects of certain medications.Edward's sales manager has noticed that Edward's customer retention rate is very low and is concerned about Edward's personal code of ethics.What is the best advice that the sales manager could give to Edward?

Accepted Answer

A) View personal selling as transactional. 
B) Develop strategic alliances for profitability. 
C) Focus on tasks first and relationships second. 
D) Build customer relationships based on honesty. 
E) Behaviors are the foundation for values and attitudes. 
A) View personal selling as transactional. 
B) Develop strategic alliances for profitability. 
C) Focus on tasks first and relationships second. 
D) Build customer relationships based on honesty. 
E) Behaviors are the foundation for values and attitudes.

Question 17

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

Question 18

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

Accepted Answer

A) True 
 B)False

Question 19

Which of the following statements is most likely true about conducting business in China?

Accepted Answer

A) Take the initiative and move quickly to close deals. 
B) Bow slightly and shake hands when greeting others. 
C) Making a toast during a banquet is considered bad luck. 
D) The lowest ranking person in a room should be introduced first. 
E) Handkerchiefs and clocks are appropriate gifts that suggest good luck. 
A) Take the initiative and move quickly to close deals. 
B) Bow slightly and shake hands when greeting others. 
C) Making a toast during a banquet is considered bad luck. 
D) The lowest ranking person in a room should be introduced first. 
E) Handkerchiefs and clocks are appropriate gifts that suggest good luck.

Question 20

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

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

The major outcome of a business agreement based on reciprocity is a mutual exchange of benefits.

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

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

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

Culture is the sum total of beliefs,values,knowledge,ethnic customs,and objects that people use to adapt to their environment.

Which of the following would be most helpful to salespeople in dealing with bribery?

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

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:

Reciprocity,as a corporate policy,is:

What form of business defamation arises when an unfair and untrue oral statement is made about a competitor?

Respond to the following idea: "Ethics are not a matter of law alone.A salesperson's ethical sense must extend beyond the legal definition of what is right or wrong."

According to the text, influence ,which then influence .

The practice of reciprocity:

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

Which of the following statements is most likely true about conducting business in China?

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

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

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

The major outcome of a business agreement based on reciprocity is a mutual exchange of benefits.

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

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

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

Culture is the sum total of beliefs,values,knowledge,ethnic customs,and objects that people use to adapt to their environment.

Which of the following would be most helpful to salespeople in dealing with bribery?

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

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:

Reciprocity,as a corporate policy,is:

What form of business defamation arises when an unfair and untrue oral statement is made about a competitor?

Respond to the following idea: "Ethics are not a matter of law alone.A salesperson's ethical sense must extend beyond the legal definition of what is right or wrong."

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

The practice of reciprocity:

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

Which of the following statements is most likely true about conducting business in China?

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

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 .