Question 1

Taking time to establish a proper rapport with customers will most likely lead to:

Accepted Answer

A) guaranteed sales 
B) open communication 
C) a faster sales cycle 
D) a slower sales cycle 
E) lower commissions 
A) guaranteed sales 
B) open communication 
C) a faster sales cycle 
D) a slower sales cycle 
E) lower commissions

Question 2

In consultative 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 3

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

Accepted Answer

A) True 
 B)False

Question 4

According to the text,one of the "half-truths" that has influenced the erosion of character in business is that: "Corporations exist to maximize shareholder value."

Accepted Answer

A) True 
 B)False

Question 5

What would be an easy way a company could discourage unethical behaviors by its employees?

Accepted Answer

A) Have a zero tolerance policy so anyone suspected of unethical behavior would be immediately terminated. 
B) Require all potential hires to have completed a privately-conducted ethics course before submitting their applications for employment. 
C) Allow employees to unionize so their actions will be dictated by the union. 
D) Change the Employee of the Month program to celebrate the employee with the fewest ethical violations. 
E) Write up their ethical code,refer to it as a company value in the employee handbook and on the website,and ask management to adhere to it strictly to lead by example. 
A) Have a zero tolerance policy so anyone suspected of unethical behavior would be immediately terminated. 
B) Require all potential hires to have completed a privately-conducted ethics course before submitting their applications for employment. 
C) Allow employees to unionize so their actions will be dictated by the union. 
D) Change the Employee of the Month program to celebrate the employee with the fewest ethical violations. 
E) Write up their ethical code,refer to it as a company value in the employee handbook and on the website,and ask management to adhere to it strictly to lead by example.

Question 6

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 7

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 8

According to the author of Integrity Selling for the 21st Century,which of the following statements about values is true?

Accepted Answer

A) Our values change frequently throughout life. 
B) Most people find it easy to clarify their values. 
C) A salesperson's values contribute more to sales success than do techniques. 
D) Values have only limited influence on our behavior. 
E) Values should be aligned with the culture of the firm. 
A) Our values change frequently throughout life. 
B) Most people find it easy to clarify their values. 
C) A salesperson's values contribute more to sales success than do techniques. 
D) Values have only limited influence on our behavior. 
E) Values should be aligned with the culture of the firm.

Question 9

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 10

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 11

________ are deeply held personal beliefs and preferences.

Accepted Answer

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

Question 12

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 13

Product disparagement constitutes a type of business defamation.

Accepted Answer

A) True 
 B)False

Question 14

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 15

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 16

Many business organizations,professional associations and certification agencies have established written codes of ethics.

Accepted Answer

A) True 
 B)False

Question 17

Raj,a sales representative for a software firm,Orion,is giving a sales presentation to Marion,a buyer for a large manufacturing firm,Global-Tech.A sales agreement between the two firms would establish a partnering relationship and a strategic alliance.Which of the following questions is most important to Marion as she makes a buying decision?

Accepted Answer

A) Is Raj a well-qualified sales representative? 
B) Can Raj be trusted to offer viable solutions? 
C) Will Raj's product be delivered in a timely manner? 
D) What competencies can Orion provide to Global-Tech? 
E) Are the values and principles of Orion and Global-Tech similar? 
A) Is Raj a well-qualified sales representative? 
B) Can Raj be trusted to offer viable solutions? 
C) Will Raj's product be delivered in a timely manner? 
D) What competencies can Orion provide to Global-Tech? 
E) Are the values and principles of Orion and Global-Tech similar?

Question 18

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 19

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 20

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.

Taking time to establish a proper rapport with customers will most likely lead to:

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

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

According to the text,one of the "half-truths" that has influenced the erosion of character in business is that: "Corporations exist to maximize shareholder value."

What would be an easy way a company could discourage unethical behaviors by its employees?

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

According to the author of Integrity Selling for the 21st Century,which of the following statements about values is true?

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

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

________ are deeply held personal beliefs and preferences.

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

Product disparagement constitutes a type of business defamation.

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

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

Many business organizations,professional associations and certification agencies have established written codes of ethics.

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?

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

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

Taking time to establish a proper rapport with customers will most likely lead to:

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

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

According to the text,one of the "half-truths" that has influenced the erosion of character in business is that: "Corporations exist to maximize shareholder value."

What would be an easy way a company could discourage unethical behaviors by its employees?

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

According to the author of Integrity Selling for the 21st Century,which of the following statements about values is true?

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

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

________ are deeply held personal beliefs and preferences.

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

Product disparagement constitutes a type of business defamation.

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

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

Many business organizations,professional associations and certification agencies have established written codes of ethics.

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?

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

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