Question 1

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 2

Which of the following statements about misrepresentation is most likely true?

Accepted Answer

A)   When salespeople loosely describe their product or service in glowing terms, those statements can be relied upon by the potential buyer.
B)   Generally, the more knowledgeable the customer, the greater the chances the court will interpret an incorrect statement by a salesperson as an actionable misrepresentation.
C)   When a salesperson makes claims of a "factual nature" regarding a service's inherent capabilities, the law does not treat these comments as statements of fact and warranties.
D)   A salesperson's opinion about the quality of the product being sold is known as sales puffery and is legally actionable.
E)   Even if the salesperson misrepresentation statement is made innocently, many courts will award damages to the customer.F) A) and E)
G) A) and B)

Question 3

What is reciprocity?

Accepted Answer

A)   Obeying the Golden Rule of Sales
B)   Creating win-win buying situations
C)   Sharing competitive intelligence with peers in the same industry
D)   Buying a product from someone if that person agrees to buy from you
E)   A mutually-beneficial buying situation that does not lessen competitionF) A) and C)
G) C) and D)

Question 4

If sales personnel loosely describe their product or service in glowing terms,the law treats these comments as statements of fact and warranties.

Accepted Answer

A) True 
 B)False

Question 5

A person who engages in whistle-blowing is called an ethics ombudsperson.

Accepted Answer

A) True 
 B)False

Question 6

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

Accepted Answer

A) True 
 B)False

Question 7

A fixed point of reference refers to something that provides the correct action to take in any situation and never gets tailored to fit an occasion.

Accepted Answer

A) True 
 B)False

Question 8

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 accountF) B) and E)
G) C) and E)

Question 9

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

Accepted Answer

A)   What does society expect from me?
B)   What is the right thing to do?
C)   What am I legally required to do?
D)   What does my family want me to do?
E)   What can I get away with?F) A) and C)
G) None of the above

Question 10

According to the text,modern corporations seek salespeople with all of the following characteristics EXCEPT:

Accepted Answer

A)   character
B)   integrity
C)   synergy
D)   values
E)   trustF) C) and E)
G) A) and D)

Question 11

A company decides to split one of its high-performing territories into two.The company has also decided to retain the existing salesperson for working in one of the territories and to appoint a new salesperson for the other.This decision would most likely result in the unethical treatment of:

Accepted Answer

A)   the existing salesperson in the territory.
B)   the new salesperson appointed to the territory.
C)   the key accounts in the territory.
D)   the customers in the sales territory.
E)   the wholesalers in the territory.F) A) and B)
G) None of the above

Question 12

Suzanne,a sales representative at MedEx,a pharmaceutical firm,was being sexually harassed by her manager,Phil.After Suzanne refused to submit to Phil's advances,he threatened to fire her.Suzanne can most likely sue MedEx based on which type of sexual harassment?

Accepted Answer

A)   Hostile environment
B)   Cooperative acceptance
C)   De facto termination
D)   Quid pro quo
E)   Employment-at-willF) A) and E)
G) B) and D)

Question 13

Green River ordinances require that industrial salespeople who sell complex machineries to organizations be licensed before approaching customers.

Accepted Answer

A) True 
 B)False

Question 14

What are some common ethical situations that occur between salespeople and customers? What control systems can an employer implement to create an ethical sales climate?

Accepted Answer

Some common problems sales personnel fac...

Question 15

According to the text,why do most employees in organizations succumb to questionable ethical standards or only follow formal policies?

Accepted Answer

A)   Most people are in the conventional and principled levels of moral development.
B)   Few organizations develop and enforce very stringent codes of ethics.
C)   Most people are in the preconventional and conventional levels of moral development.
D)   Few people in an organization are considered stakeholders or stockholders.
E)   Most people exhibit behavior that is close to the principled level of moral development.F) A) and D)
G) C) and D)

Question 16

According to surveys,which of the following statements about how managers view sales ethics is true?

Accepted Answer

A)   Sales goals force managers to act even more ethically than they ordinarily would
B)   Some sales managers lower their ethical standards to meet job goals
C)   Few managers feel that they face ethical problems in the workplace
D)   Most managers are unaware of any unethical behavior in their industry
E)   Most managers feel that they and their employees are operating as ethically as possibleF) C) and D)
G) A) and E)

Question 17

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.F) None of the above
G) A) and E)

Question 18

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

Accepted Answer

The three levels of moral deve...

Question 19

According to a survey of adult Americans,people are most likely to base ethical and moral decisions on:

Accepted Answer

A)   legal outcomes.
B)   current situations.
C)   principles of justice.
D)   historical cultures.
E)   religious standards.F) B) and E)
G) B) and D)

Question 20

Multiple world religions adhere to the Golden Rule.

Accepted Answer

A) True 
 B)False

Exam 3: Ethics First Then Customer Relationships

Green River ordinances require that industrial salespeople who sell complex machineries to organizations be licensed before approaching customers.

Correct AnswerverifiedShow Answer

Which of the following statements about misrepresentation is most likely true?

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedThe three levels of moral deve...View AnswerShow Answer

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

Correct AnswerverifiedShow Answer

According to the text,why do most employees in organizations succumb to questionable ethical standards or only follow formal policies?

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Multiple world religions adhere to the Golden Rule.

Correct AnswerverifiedShow Answer

What are some common ethical situations that occur between salespeople and customers? What control systems can an employer implement to create an ethical sales climate?

Correct AnswerverifiedSome common problems sales personnel fac...View AnswerShow Answer

Suzanne,a sales representative at MedEx,a pharmaceutical firm,was being sexually harassed by her manager,Phil.After Suzanne refused to submit to Phil's advances,he threatened to fire her.Suzanne can most likely sue MedEx based on which type of sexual harassment?

Correct AnswerverifiedShow Answer

According to surveys,which of the following statements about how managers view sales ethics is true?

Correct AnswerverifiedShow Answer

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

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What is reciprocity?

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According to the text,modern corporations seek salespeople with all of the following characteristics EXCEPT:

Correct AnswerverifiedShow Answer

A fixed point of reference refers to something that provides the correct action to take in any situation and never gets tailored to fit an occasion.

Correct AnswerverifiedShow Answer

A company decides to split one of its high-performing territories into two.The company has also decided to retain the existing salesperson for working in one of the territories and to appoint a new salesperson for the other.This decision would most likely result in the unethical treatment of:

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

A person who engages in whistle-blowing is called an ethics ombudsperson.

Correct AnswerverifiedShow Answer

According to a survey of adult Americans,people are most likely to base ethical and moral decisions on:

Correct AnswerverifiedShow Answer

If sales personnel loosely describe their product or service in glowing terms,the law treats these comments as statements of fact and warranties.

Correct AnswerverifiedShow Answer

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The three levels of moral deve...
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Some common problems sales personnel fac...
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