Question 1

The Clayton Act prohibits actions that would:

Accepted Answer

A)  prevent union formation. 
B)  void product warranties. 
C)  misrepresent product features. 
D)  substantially lessen competition. 
E)  limit the right to work. 
A)  prevent union formation. 
B)  void product warranties. 
C)  misrepresent product features. 
D)  substantially lessen competition. 
E)  limit the right to work. D

Question 2

All of the following are involved in the majority of sales people's ethical issues EXCEPT:

Accepted Answer

A)  co-workers. 
B)  managers. 
C)  customers. 
D)  friends. 
E)  employers. 
A)  co-workers. 
B)  managers. 
C)  customers. 
D)  friends. 
E)  employers. D

Question 3

Sharon, a salesperson for a greeting card company, is responsible for sales in the northern part of California. Sharon's manager has decided to change Sharon's key account in the territory to a house account. Why would Sharon most likely dislike this decision?

Accepted Answer

A)  Sharon will have to monitor the key account for less pay than she usually earns. 
B)  Sharon will be demoted from her position in the territory for losing the key account. 
C)  Sharon will have to share commissions from the key account with the home office. 
D)  Sharon will lose the commission for the key account. 
E)  Sharon will have to work from the firm's home office. 
A)  Sharon will have to monitor the key account for less pay than she usually earns. 
B)  Sharon will be demoted from her position in the territory for losing the key account. 
C)  Sharon will have to share commissions from the key account with the home office. 
D)  Sharon will lose the commission for the key account. 
E)  Sharon will have to work from the firm's home office. D

Question 4

Which of the following terms refers to an extra-large customer that generates significantly more revenue for a salesperson than other customers?

Accepted Answer

A)  Balanced account 
B)  Outsourced account 
C)  Retail account 
D)  House account 
E)  Key account 
A)  Balanced account 
B)  Outsourced account 
C)  Retail account 
D)  House account 
E)  Key account

Question 5

What are the three levels of moral development? At what level do most salespeople operate?

Accepted Answer

The three levels of moral deve

Question 6

Cooling-off laws apply only to:

Accepted Answer

A)  sales made in out-of-town offices, regardless of value. 
B)  sales that include verbal guarantees. 
C)  sales over $25 made door-to-door. 
D)  sales over $50 made in hometown offices. 
E)  sales over $100 made in hometown offices. 
A)  sales made in out-of-town offices, regardless of value. 
B)  sales that include verbal guarantees. 
C)  sales over $25 made door-to-door. 
D)  sales over $50 made in hometown offices. 
E)  sales over $100 made in hometown offices.

Question 7

All of the following would most likely eliminate the need for additional laws governing right and wrong in business settings EXCEPT:

Accepted Answer

A)  stringent codes of ethics. 
B)  moral organizational cultures. 
C)  ethical examples from top management. 
D)  standardization of fixed points of reference. 
E)  support for corporate social responsibility programs. 
A)  stringent codes of ethics. 
B)  moral organizational cultures. 
C)  ethical examples from top management. 
D)  standardization of fixed points of reference. 
E)  support for corporate social responsibility programs.

Question 8

The world views and belief systems of employees from the same country are typically identical.

Accepted Answer

A) True 
 B)False

Question 9

Imagine you sell automobiles. Develop a statement that is clearly an example of puffery. Develop a statement that could be interpreted as misrepresentation. What conditions would make this assignment easier?

Accepted Answer

Puffery refers to the opinions that sale

Question 10

A cooling-off law gives the buyer three weeks to cancel the contract, return any merchandise, and obtain a full refund.

Accepted Answer

A) True 
 B)False

Question 11

Which of the following sales personnel activities is considered ethically acceptable?

Accepted Answer

A)  Splitting commissions with fellow employees to win a sales contest 
B)  Taking a family vacation and writing it off on an expense account 
C)  Working a second job during company time to earn additional income 
D)  Calling in sick to prepare for a test in a college course later in the day 
E)  Giving a $10 dollar gift to a $10,000 customer 
A)  Splitting commissions with fellow employees to win a sales contest 
B)  Taking a family vacation and writing it off on an expense account 
C)  Working a second job during company time to earn additional income 
D)  Calling in sick to prepare for a test in a college course later in the day 
E)  Giving a $10 dollar gift to a $10,000 customer

Question 12

Which of the following questions would most likely be asked by a person at the preconventional level of moral development?

Accepted Answer

A)  What can I get away with? 
B)  What does my family want me to do? 
C)  What am I legally required to do? 
D)  What is the right thing to do? 
E)  What does society expect from me? 
A)  What can I get away with? 
B)  What does my family want me to do? 
C)  What am I legally required to do? 
D)  What is the right thing to do? 
E)  What does society expect from me?

Question 13

The most often misused company assets are automobiles, expense accounts, samples, and damaged-merchandise credits.

Accepted Answer

A) True 
 B)False

Question 14

Discuss "termination-at-will" as it relates to employee rights.

Accepted Answer

In the early and mid twentieth century,

Question 15

Salespeople who split commissions with co-workers or take customers away from co-workers to win sales contests are engaged in moonlighting.

Accepted Answer

A) True 
 B)False

Question 16

Control systems that monitor and penalize the ethical behavior of salespeople are a useful tool in creating an ethical work environment.

Accepted Answer

A) True 
 B)False

Question 17

Sales representatives at the preconventional moral development level would most likely be unconcerned about lying to customers if getting caught was unlikely.

Accepted Answer

A) True 
 B)False

Question 18

Morals refer to people's adherence to right or wrong behavior and right or wrong thinking.

Accepted Answer

A) True 
 B)False

Question 19

An ongoing Barna Research study finds that all of the following are primary influences on the ethical and moral decision-making process of Americans EXCEPT:

Accepted Answer

A)  religion. 
B)  books. 
C)  the Internet. 
D)  television. 
E)  family. 
A)  religion. 
B)  books. 
C)  the Internet. 
D)  television. 
E)  family.

Question 20

The right to be free of sexual harassment is a part of the 1980 EEOC guidelines.

Accepted Answer

A) True 
 B)False

The Clayton Act prohibits actions that would:

All of the following are involved in the majority of sales people's ethical issues EXCEPT:

Sharon, a salesperson for a greeting card company, is responsible for sales in the northern part of California. Sharon's manager has decided to change Sharon's key account in the territory to a house account. Why would Sharon most likely dislike this decision?

Which of the following terms refers to an extra-large customer that generates significantly more revenue for a salesperson than other customers?

What are the three levels of moral development? At what level do most salespeople operate?

Cooling-off laws apply only to:

All of the following would most likely eliminate the need for additional laws governing right and wrong in business settings EXCEPT:

The world views and belief systems of employees from the same country are typically identical.

Imagine you sell automobiles. Develop a statement that is clearly an example of puffery. Develop a statement that could be interpreted as misrepresentation. What conditions would make this assignment easier?

A cooling-off law gives the buyer three weeks to cancel the contract, return any merchandise, and obtain a full refund.

Which of the following sales personnel activities is considered ethically acceptable?

Which of the following questions would most likely be asked by a person at the preconventional level of moral development?

The most often misused company assets are automobiles, expense accounts, samples, and damaged-merchandise credits.

Discuss "termination-at-will" as it relates to employee rights.

Salespeople who split commissions with co-workers or take customers away from co-workers to win sales contests are engaged in moonlighting.

Control systems that monitor and penalize the ethical behavior of salespeople are a useful tool in creating an ethical work environment.

Sales representatives at the preconventional moral development level would most likely be unconcerned about lying to customers if getting caught was unlikely.

Morals refer to people's adherence to right or wrong behavior and right or wrong thinking.

An ongoing Barna Research study finds that all of the following are primary influences on the ethical and moral decision-making process of Americans EXCEPT:

The right to be free of sexual harassment is a part of the 1980 EEOC guidelines.

The Life, Times, and Career of the Professional Salesperson

Relationship Marketing: Where Personal Selling Fits

The Psychology of Selling: Why People Buy

Communication for Relationship Building: Its Not All Talk

Sales Knowledge: Customers, Products, Technologies

Prospecting the Lifeblood of Selling

Planning the Sales Call Is a Must

Carefully Select Which Sales Presentation Method to Use

Begin Your Presentation Strategically

Elements of a Great Sales Presentation

Welcome Your Prospects Objections

Closing Begins the Relationship

Service and Follow-Up for Customer Retention

Time, Territory, and Self-Management: Keys to Success

Planning, Staffing, and Training Successful Salespeople

Motivation, Compensation, Leadership, and Evaluation of Salespeople

Filters

Exam 3: Ethics First Then Customer Relationships

The Clayton Act prohibits actions that would:

All of the following are involved in the majority of sales people's ethical issues EXCEPT:

Sharon, a salesperson for a greeting card company, is responsible for sales in the northern part of California. Sharon's manager has decided to change Sharon's key account in the territory to a house account. Why would Sharon most likely dislike this decision?

Which of the following terms refers to an extra-large customer that generates significantly more revenue for a salesperson than other customers?

What are the three levels of moral development? At what level do most salespeople operate?

Cooling-off laws apply only to:

All of the following would most likely eliminate the need for additional laws governing right and wrong in business settings EXCEPT:

The world views and belief systems of employees from the same country are typically identical.

Imagine you sell automobiles. Develop a statement that is clearly an example of puffery. Develop a statement that could be interpreted as misrepresentation. What conditions would make this assignment easier?

A cooling-off law gives the buyer three weeks to cancel the contract, return any merchandise, and obtain a full refund.

Which of the following sales personnel activities is considered ethically acceptable?

Which of the following questions would most likely be asked by a person at the preconventional level of moral development?

The most often misused company assets are automobiles, expense accounts, samples, and damaged-merchandise credits.

Discuss "termination-at-will" as it relates to employee rights.

Salespeople who split commissions with co-workers or take customers away from co-workers to win sales contests are engaged in moonlighting.

Control systems that monitor and penalize the ethical behavior of salespeople are a useful tool in creating an ethical work environment.

Sales representatives at the preconventional moral development level would most likely be unconcerned about lying to customers if getting caught was unlikely.

Morals refer to people's adherence to right or wrong behavior and right or wrong thinking.

An ongoing Barna Research study finds that all of the following are primary influences on the ethical and moral decision-making process of Americans EXCEPT:

The right to be free of sexual harassment is a part of the 1980 EEOC guidelines.

The Life, Times, and Career of the Professional Salesperson

Relationship Marketing: Where Personal Selling Fits

The Psychology of Selling: Why People Buy

Communication for Relationship Building: Its Not All Talk

Sales Knowledge: Customers, Products, Technologies

Prospecting the Lifeblood of Selling

Planning the Sales Call Is a Must

Carefully Select Which Sales Presentation Method to Use

Begin Your Presentation Strategically

Elements of a Great Sales Presentation

Welcome Your Prospects Objections

Closing Begins the Relationship

Service and Follow-Up for Customer Retention

Time, Territory, and Self-Management: Keys to Success

Planning, Staffing, and Training Successful Salespeople

Motivation, Compensation, Leadership, and Evaluation of Salespeople

Filters