Question 1

Over 90 percent of sales reps survyed admitted to selling products to their customers which they don't need.

Accepted Answer

A) True 
 B)False  False

Question 2

What percentage of sales reps surveyed admit to having been involved in some illegal or unethical activity?

Accepted Answer

A) 10 percent. 
B) 50 percent. 
C) 25 percent. 
D) 75 percent. 
E) 90 percent. 
A) 10 percent. 
B) 50 percent. 
C) 25 percent. 
D) 75 percent. 
E) 90 percent. B

Question 3

Commonly accepted standards of selling behavior have been established by society.

Accepted Answer

A) True 
 B)False  False

Question 4

The terms la mordida in Latin America,la bustarella in Italy,and baksheesh in the Middle East all refer to:

Accepted Answer

A) Customer entertainment. 
B) Using local middlemen to reach a market. 
C) The word "sale" in the local language. 
D) Bribery. 
E) None of these. 
A) Customer entertainment. 
B) Using local middlemen to reach a market. 
C) The word "sale" in the local language. 
D) Bribery. 
E) None of these.

Question 5

All of the following are accurate generalizations about gift-giving and entertaining by salespeople,except:

Accepted Answer

A) Entertaining should be done to develop long-term business relationships rather than to get a one-time order. 
B) Entertainment is not a substitute for a good product or effective servicing of an account. 
C) Gifts should not be given before a customer does business with a firm. 
D) The Internal Revenue Service does not place a limit on deductible gifts as long as the seller (gift-giver)can show that it is a legitimate business expense. 
E) All of these are correct. 
A) Entertaining should be done to develop long-term business relationships rather than to get a one-time order. 
B) Entertainment is not a substitute for a good product or effective servicing of an account. 
C) Gifts should not be given before a customer does business with a firm. 
D) The Internal Revenue Service does not place a limit on deductible gifts as long as the seller (gift-giver)can show that it is a legitimate business expense. 
E) All of these are correct.

Question 6

Regarding business ethics and sales management:

Accepted Answer

A) Sales managers should not practice caveat emptor (let the buyer beware)philosophy. 
B) It is difficult to act in an ethical manner when sales and profits are increasing. 
C) Ethics are not related to standards of moral behavior. 
D) A long-run point of view is of no help in solving ethical questions which arise on a current,day-to-day basis. 
E) Written codes of ethics should be avoided because they become inflexible. 
A) Sales managers should not practice caveat emptor (let the buyer beware)philosophy. 
B) It is difficult to act in an ethical manner when sales and profits are increasing. 
C) Ethics are not related to standards of moral behavior. 
D) A long-run point of view is of no help in solving ethical questions which arise on a current,day-to-day basis. 
E) Written codes of ethics should be avoided because they become inflexible.

Question 7

Regarding the business and ethical considerations involving bribes and entertainment:

Accepted Answer

A) Ordinarily entertainment in selling is not a good substitute for a good product or the effective servicing of an account. 
B) Good sales reps do not use entertainment in their selling processes. 
C) Entertainment is rapidly disappearing as a business practice today. 
D) After the international scandals in the 1970's,bribery is no longer a problem in selling. 
E) Regarding bribery,a good rule to follow is: "If it works,use it." 
A) Ordinarily entertainment in selling is not a good substitute for a good product or the effective servicing of an account. 
B) Good sales reps do not use entertainment in their selling processes. 
C) Entertainment is rapidly disappearing as a business practice today. 
D) After the international scandals in the 1970's,bribery is no longer a problem in selling. 
E) Regarding bribery,a good rule to follow is: "If it works,use it."

Question 8

Bribery:

Accepted Answer

A) Is illegal in the U.S. 
B) Can be effective. 
C) Can lead to career jeopardizing incidents. 
D) Can lose customers. 
E) All of these. 
A) Is illegal in the U.S. 
B) Can be effective. 
C) Can lead to career jeopardizing incidents. 
D) Can lose customers. 
E) All of these.

Question 9

It is important that salespeople share all information which is relevant to the buyer's decision.

Accepted Answer

A) True 
 B)False

Question 10

It is an unfair business practice to cut prices in order to make a sale.

Accepted Answer

A) True 
 B)False

Question 11

A U.S.company which conducts business abroad:

Accepted Answer

A) Must pay a bribe if it wishes to do business in certain countries. 
B) Should leave a "little envelope" with Italian bureaucrats in order to cut through the red tape. 
C) Is subject to laws regardless of the country in which they are conducting business. 
D) Must adapt to the notion of "When in Rome,do as the Romans do". 
E) None of these. 
A) Must pay a bribe if it wishes to do business in certain countries. 
B) Should leave a "little envelope" with Italian bureaucrats in order to cut through the red tape. 
C) Is subject to laws regardless of the country in which they are conducting business. 
D) Must adapt to the notion of "When in Rome,do as the Romans do". 
E) None of these.

Question 12

The ethical thing to do in a situation is usually rather clear cut.

Accepted Answer

A) True 
 B)False

Question 13

Which of the following is not punishable under U.S.law?

Accepted Answer

A) Deceptive selling procedures that result in the customer's misuse of the product. 
B) Making disparaging remarks about a competitor. 
C) Bribing customers in a foreign country. 
D) All are punishable under U.S.law. 
E) All are not punishable. 
A) Deceptive selling procedures that result in the customer's misuse of the product. 
B) Making disparaging remarks about a competitor. 
C) Bribing customers in a foreign country. 
D) All are punishable under U.S.law. 
E) All are not punishable.

Question 14

Sales managers and sales managers and salespeople of U.S.companies who work overseas:

Accepted Answer

A) Must obey the laws of the country they are in and not U.S.laws. 
B) Must obey U.S.laws only. 
C) Must obey both U.S.laws and the laws of the country in which they reside. 
D) Will have immunity for minor violations of the laws of the country in which they reside. 
A) Must obey the laws of the country they are in and not U.S.laws. 
B) Must obey U.S.laws only. 
C) Must obey both U.S.laws and the laws of the country in which they reside. 
D) Will have immunity for minor violations of the laws of the country in which they reside.

Question 15

Salespeople are often more exposed to ethical pressures because:

Accepted Answer

A) Of their unsupervised settings. 
B) They are continually faced with finding unique solutions. 
C) They are often evaluated on the basis of short-term objectives. 
D) They are primarily responsible for generating the firm's revenues. 
E) All of these. 
A) Of their unsupervised settings. 
B) They are continually faced with finding unique solutions. 
C) They are often evaluated on the basis of short-term objectives. 
D) They are primarily responsible for generating the firm's revenues. 
E) All of these.

Question 16

Which of the following management attitudes is most likely to lead to unethical selling behavior?

Accepted Answer

A) To the victors belong the spoils! 
B) Make the sale. 
C) Losers walk. 
D) All of these. 
E) None of these. 
A) To the victors belong the spoils! 
B) Make the sale. 
C) Losers walk. 
D) All of these. 
E) None of these.

Question 17

Which of the following statements is most true?

Accepted Answer

A) Ethics are determined by the law. 
B) The law covers just about all of the truly ethical problems that arise in business. 
C) The law can not cover most of the ethical dilemmas that face business people. 
D) Ethics and the law are synonymous. 
E) The law can be unethical. 
A) Ethics are determined by the law. 
B) The law covers just about all of the truly ethical problems that arise in business. 
C) The law can not cover most of the ethical dilemmas that face business people. 
D) Ethics and the law are synonymous. 
E) The law can be unethical.

Question 18

Differences in the ethical codes of people arise from:

Accepted Answer

A) Their legal systems. 
B) Their age. 
C) The culture in which they were reared. 
D) All of these. 
E) None of these. 
A) Their legal systems. 
B) Their age. 
C) The culture in which they were reared. 
D) All of these. 
E) None of these.

Question 19

With respect to ethical situations involving salespeople and their customers:

Accepted Answer

A) It is unethical to entertain customers in hope of making a sale. 
B) Normally a sales rep should not pass on to one customer important information about another customer's marketing program. 
C) Salespeople should not give gifts to their customers. 
D) It is ethical for a sales rep to bribe a customer,so long as both parties are aware of what is happening. 
E) Entertaining customers does not pose any potential ethical questions. 
A) It is unethical to entertain customers in hope of making a sale. 
B) Normally a sales rep should not pass on to one customer important information about another customer's marketing program. 
C) Salespeople should not give gifts to their customers. 
D) It is ethical for a sales rep to bribe a customer,so long as both parties are aware of what is happening. 
E) Entertaining customers does not pose any potential ethical questions.

Question 20

Establishing an ethical climate:

Accepted Answer

A) Is not something managers on which managers can have much impact. 
B) Is done by just making it clear what the company considers ethical or unethical. 
C) Is done by enacting policies that discourage,monitor and correct unethical behavior. 
D) Does not discourage an individual from being unethical. 
A) Is not something managers on which managers can have much impact. 
B) Is done by just making it clear what the company considers ethical or unethical. 
C) Is done by enacting policies that discourage,monitor and correct unethical behavior. 
D) Does not discourage an individual from being unethical.

Over 90 percent of sales reps survyed admitted to selling products to their customers which they don't need.

What percentage of sales reps surveyed admit to having been involved in some illegal or unethical activity?

Commonly accepted standards of selling behavior have been established by society.

The terms la mordida in Latin America,la bustarella in Italy,and baksheesh in the Middle East all refer to:

All of the following are accurate generalizations about gift-giving and entertaining by salespeople,except:

Regarding business ethics and sales management:

Regarding the business and ethical considerations involving bribes and entertainment:

Bribery:

It is important that salespeople share all information which is relevant to the buyer's decision.

It is an unfair business practice to cut prices in order to make a sale.

A U.S.company which conducts business abroad:

The ethical thing to do in a situation is usually rather clear cut.

Which of the following is not punishable under U.S.law?

Sales managers and sales managers and salespeople of U.S.companies who work overseas:

Salespeople are often more exposed to ethical pressures because:

Which of the following management attitudes is most likely to lead to unethical selling behavior?

Which of the following statements is most true?

Differences in the ethical codes of people arise from:

With respect to ethical situations involving salespeople and their customers:

Establishing an ethical climate:

The Field of Sales Force Management

Strategic Sales Force Management

Personal Selling Process

Sales Force Organization

Profiling and Recruiting Salespeople

Selecting and Hiring Applicants

Developing, Delivering, and Reinforcing a Sales Training Program

Motivating a Sales Force

Sales Force Compensation

Sales Force Quotas Expenses

Leadership of a Sales Force

Sales Forecasting and Developing Budgets

Sales Territories

Analysis of Sales Volume

Marketing Cost and Profitability Analysis

Evaluating a Salespersons Performance

Filters

Exam 17: Ethical and Legal Responsibilities of Sales Managers

Over 90 percent of sales reps survyed admitted to selling products to their customers which they don't need.

What percentage of sales reps surveyed admit to having been involved in some illegal or unethical activity?

Commonly accepted standards of selling behavior have been established by society.

The terms la mordida in Latin America,la bustarella in Italy,and baksheesh in the Middle East all refer to:

All of the following are accurate generalizations about gift-giving and entertaining by salespeople,except:

Regarding business ethics and sales management:

Regarding the business and ethical considerations involving bribes and entertainment:

Bribery:

It is important that salespeople share all information which is relevant to the buyer's decision.

It is an unfair business practice to cut prices in order to make a sale.

A U.S.company which conducts business abroad:

The ethical thing to do in a situation is usually rather clear cut.

Which of the following is not punishable under U.S.law?

Sales managers and sales managers and salespeople of U.S.companies who work overseas:

Salespeople are often more exposed to ethical pressures because:

Which of the following management attitudes is most likely to lead to unethical selling behavior?

Which of the following statements is most true?

Differences in the ethical codes of people arise from:

With respect to ethical situations involving salespeople and their customers:

Establishing an ethical climate:

The Field of Sales Force Management

Strategic Sales Force Management

Personal Selling Process

Sales Force Organization

Profiling and Recruiting Salespeople

Selecting and Hiring Applicants

Developing, Delivering, and Reinforcing a Sales Training Program

Motivating a Sales Force

Sales Force Compensation

Sales Force Quotas Expenses

Leadership of a Sales Force

Sales Forecasting and Developing Budgets

Sales Territories

Analysis of Sales Volume

Marketing Cost and Profitability Analysis

Evaluating a Salespersons Performance

Filters