Question 1

What are the two types of codes of ethics?

Accepted Answer

Principle-based stat...

Question 2

According to the text, a(n)  ________ refers to something that provides the correct action to take in any situation and never gets tailored to fit a situation.

Accepted Answer

A)   ethical continuum
B)   situational compass
C)   ethical talisman
D)   fixed point of reference
E)   situational barometer

Question 3

Although several federal laws influence record keeping, they are primarily directed at private employers.

Accepted Answer

A) True 
 B)False

Question 4

________ are the codes of moral principles and values that govern the behaviors of a person or a group with respect to what is wrong.

Accepted Answer

A)   Laws
B)   Ethics
C)   Principled heuristics
D)   Sociocultural norms
E)   Governing norms

Question 5

A salesperson who exaggerates about product capabilities may be guilty of misrepresentation.

Accepted Answer

A) True 
 B)False

Question 6

At the preconventional moral development level, an individual conforms to the expectations of others.

Accepted Answer

A) True 
 B)False

Question 7

A Green River ordinance states that:

Accepted Answer

A)   door-to-door sales are illegal unless being made for nonprofit organizations like schools and Girl Scouts.
B)   door-to-door salespersons who are not residents of the city in which they do business must purchase sales licenses.
C)   all persons selling directly to consumers must pay a bond.
D)   door-to-door sales are not allowed within city limits.
E)   all salespeople in a city must obtain a sales license.

Question 8

Which of the following is LEAST likely one of the ethical issues faced by most sales managers?

Accepted Answer

A)   Employee rights
B)   Sales territories
C)   Sales pressure
D)   Benefits flexibility
E)   Personnel substance abuse

Question 9

Most federal laws regarding personnel files are directed at:

Accepted Answer

A)   large corporations.
B)   private firms.
C)   government employers.
D)   small businesses.
E)   publicly-traded companies.

Question 10

Which of the following is the underlying focus of the Core Principles of Professional Selling?

Accepted Answer

A)   Respecting the dignity of individuals
B)   Showing fairness with competitors
C)   Being conscientious at all times
D)   Showing trustworthiness
E)   Recognizing good deeds

Question 11

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 possible

Question 12

Cooperative acceptance means that employees cannot be discriminated against in employment practices and they have the right to be free of sexual and racial harassment.

Accepted Answer

A) True 
 B)False

Question 13

In Turkey, a salesperson wants to sell a block of 75 symphony tickets to an Armenian senior citizen center to hand out to its members. If he can sell these remaining tickets, he will receive a $500 bonus. When the center director asks him if there will be adequate security at the event, the Turk assures her the arena has doubled its security force for the event even though no special security arrangements have been made in spite of recent threats made against Armenians. The Turkish salesperson is most likely functioning at the ________ stage of moral development.

Accepted Answer

A)   postconventional
B)   principled
C)   conventional
D)   discretionary
E)   preconventional

Question 14

Which of the following factors has the LEAST influence on an individual's core belief system?

Accepted Answer

A)   physical appearance
B)   religious background
C)   family upbringing
D)   life experiences
E)   personality

Question 15

Which term refers to the adherence to a strict ethical and moral code?

Accepted Answer

A)   humility
B)   courage
C)   sincerity
D)   honesty
E)   integrity

Question 16

Fostering a climate that encourages ethical behavior by the sales force requires management to do all of the following EXCEPT:

Accepted Answer

A)   establish an ethics committee.
B)   ensure that top management behaves ethically.
C)   discipline wrongdoers.
D)   formally discourage "whistle-blowing."
E)   establish control systems.

Question 17

Integrity, trust, and character are the building blocks of a professional salesperson's values.

Accepted Answer

A) True 
 B)False

Question 18

It is easy to distinguish between a gift and a bribe.

Accepted Answer

A) True 
 B)False

Question 19

Linda Moore is a commission salesperson whose territory for the last nine years has been the entire state of Virginia. Through hard work she has greatly increased her company's business in the region. Now her manager has decided to split the state into two territories. Moore can most likely expect to:

Accepted Answer

A)   receive additional key accounts.
B)   earn more sales revenue.
C)   earn less sales revenue.
D)   gain more customers.
E)   be fired from her job.

Question 20

When the salesperson says to the new prospective customer, "I believe my company sells the best mattresses and that you can't find any better," it is an example of:

Accepted Answer

A)   sales puffery.
B)   an illegal act.
C)   a statement of fact.
D)   price discrimination.
E)   a breach of warranty.

Exam 2: Ethics First -Then Customer Relationships

According to the text, a(n) ________ refers to something that provides the correct action to take in any situation and never gets tailored to fit a situation.

Correct Answer
verified

Most federal laws regarding personnel files are directed at:

Correct Answer
verified

When the salesperson says to the new prospective customer, "I believe my company sells the best mattresses and that you can't find any better," it is an example of:

Correct Answer
verified

At the preconventional moral development level, an individual conforms to the expectations of others.

Correct Answer
verified

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

Correct Answer
verified

A salesperson who exaggerates about product capabilities may be guilty of misrepresentation.

Correct Answer
verified

It is easy to distinguish between a gift and a bribe.

Correct Answer
verified

What are the two types of codes of ethics?

Correct Answer
verified
Principle-based stat...
View Answer

Which term refers to the adherence to a strict ethical and moral code?

Correct Answer
verified

Integrity, trust, and character are the building blocks of a professional salesperson's values.

Correct Answer
verified

Correct Answer
verified

Although several federal laws influence record keeping, they are primarily directed at private employers.

Correct Answer
verified

________ are the codes of moral principles and values that govern the behaviors of a person or a group with respect to what is wrong.

Correct Answer
verified

Which of the following is LEAST likely one of the ethical issues faced by most sales managers?

Correct Answer
verified

Fostering a climate that encourages ethical behavior by the sales force requires management to do all of the following EXCEPT:

Correct Answer
verified

Cooperative acceptance means that employees cannot be discriminated against in employment practices and they have the right to be free of sexual and racial harassment.

Correct Answer
verified

Which of the following is the underlying focus of the Core Principles of Professional Selling?

Correct Answer
verified

A Green River ordinance states that:

Correct Answer
verified

Correct Answer
verified

Which of the following factors has the LEAST influence on an individual's core belief system?

Correct Answer
verified

Exam 2: Ethics First -Then Customer Relationships

According to the text, a(n) ________ refers to something that provides the correct action to take in any situation and never gets tailored to fit a situation.

Correct AnswerverifiedShow Answer

Most federal laws regarding personnel files are directed at:

Correct AnswerverifiedShow Answer

When the salesperson says to the new prospective customer, "I believe my company sells the best mattresses and that you can't find any better," it is an example of:

Correct AnswerverifiedShow Answer

At the preconventional moral development level, an individual conforms to the expectations of others.

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

A salesperson who exaggerates about product capabilities may be guilty of misrepresentation.

Correct AnswerverifiedShow Answer

It is easy to distinguish between a gift and a bribe.

Correct AnswerverifiedShow Answer

What are the two types of codes of ethics?

Correct AnswerverifiedPrinciple-based stat...View AnswerShow Answer

Which term refers to the adherence to a strict ethical and moral code?

Correct AnswerverifiedShow Answer

Integrity, trust, and character are the building blocks of a professional salesperson's values.

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Although several federal laws influence record keeping, they are primarily directed at private employers.

Correct AnswerverifiedShow Answer

________ are the codes of moral principles and values that govern the behaviors of a person or a group with respect to what is wrong.

Correct AnswerverifiedShow Answer

Which of the following is LEAST likely one of the ethical issues faced by most sales managers?

Correct AnswerverifiedShow Answer

Fostering a climate that encourages ethical behavior by the sales force requires management to do all of the following EXCEPT:

Correct AnswerverifiedShow Answer

Cooperative acceptance means that employees cannot be discriminated against in employment practices and they have the right to be free of sexual and racial harassment.

Correct AnswerverifiedShow Answer

Which of the following is the underlying focus of the Core Principles of Professional Selling?

Correct AnswerverifiedShow Answer

A Green River ordinance states that:

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Which of the following factors has the LEAST influence on an individual's core belief system?

Correct AnswerverifiedShow Answer

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verified
Principle-based stat...
View Answer

Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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