Question 1

An individual in the pre-conventional stage of morality asks,"What can I get away with?"

Accepted Answer

A) True 
 B)False

Question 2

What are the two major influences on the ethical behavior of sales personnel?

Accepted Answer

Employees ...

Question 3

NewShine Floor Co.manufactures floor mats.It has agreed to buy all of its light bulbs and fixtures from Luminous Lighting if Luminous will agree to buy and use NewShine safety mats in its factory.This is an example of:

Accepted Answer

A)  reciprocity.
B)  tie-in sales.
C)  price discrimination
D)  a Green River dealership.
E)  an exclusive kickback.

Question 4

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.

Question 5

Which term refers to the different beliefs people have about the world?

Accepted Answer

A)  Multiculturalism
B)  Social morals
C)  World ethics
D)  Worldview
E)  Citizenship

Question 6

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 7

Which of the following corporate actions would LEAST likely prevent racial and sexual harassment?

Accepted Answer

A)  Getting the active support of top management in preventing workplace harassment
B)  Establishing compensation policies that reward anti-harassment behavior
C)  Establishing harassment grievance procedures
D)  Providing anti-harassment training to employees
E)  Eliminating cooperative acceptance

Question 8

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.

Question 9

According to the text,what is the single most important factor in improving the climate for ethical behavior in a sales force?

Accepted Answer

A)  The actions taken by top management
B)  The establishment of whistle-blowing procedures
C)  Effective goal-setting programs
D)  Quick disciplinary action against offenders
E)  The development of ethics training seminars

Question 10

On the job,Gary acts purely in his own best interests.He follows the company's rules only to avoid being fired.At what level of moral development is Gary functioning?

Accepted Answer

A)  Principled
B)  Consensual
C)  Conventional
D)  Discretionary
E)  Preconventional

Question 11

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?

Question 12

To prevent sexual harassment,companies rely on top management support,training for all employees,and clear procedures for filing grievances.

Accepted Answer

A) True 
 B)False

Question 13

Which of the following statements about the international side of ethics is false?

Accepted Answer

A)  A salesperson competing in a foreign country may find himself/herself competing with foreign companies who are allowed to do things considered unethical by U.S.standards.
B)  Those parts of the world that do not conform to U.S.ethical standards are limited to just three geographic areas.
C)  Ethics related to employees and community are often more difficult to understand when doing business in another country.
D)  Every employee of a U.S.company is subject to U.S.law regardless of the country in which business is conducted.
E)  The vast majority of international companies have high ethical standards.

Question 14

Ethical behavior refers to conducting yourself in the proper manner and treating others fairly.

Accepted Answer

A) True 
 B)False

Question 15

Which of the following statements about ethical dilemmas is true?

Accepted Answer

A)  Ethical dilemmas occur because many ethical standards are not classified.
B)  Friends and family are never the cause of an ethical dilemma.
C)  Cultural differences are never the source of ethical dilemmas.
D)  Ethical dilemmas occur when right and wrong are clearly identified.
E)  Ethical dilemmas are rare when the available choices all have unethical elements.

Question 16

All of the following statements,if made by a salesperson,could have legally actionable consequences if the statement were incorrect EXCEPT:

Accepted Answer

A)  "this refrigerator will preserve foods in the warmest weather."
B)  "this is a safe,dependable helicopter."
C)  "feel free to prescribe this drug to your patients,doctor.It's not addictive."
D)  "this mace pen is capable of instantaneous incapacitation for a period of 15 to 20 minutes."
E)  "this offer is valid only until the end of this month."

Question 17

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

Accepted Answer

A) True 
 B)False

Question 18

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.

Question 19

Which of the following statements,if false,would most likely have legal consequences?

Accepted Answer

A)  "You're going to love this new mattress!"
B)  "We are the metropolitan area's low price leader."
C)  "We offer a 100 percent order-fill rate;you'll never experience a back-order."
D)  "Our employees have extensive training in how to pamper our customers."
E)  "Your own mother can't care for you as well as our staff!"

Question 20

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

Accepted Answer

A) True 
 B)False

Exam 2: Ethics Firstthen Customer Relationships

According to the text,what is the single most important factor in improving the climate for ethical behavior in a sales force?

Correct AnswerverifiedShow Answer

On the job,Gary acts purely in his own best interests.He follows the company's rules only to avoid being fired.At what level of moral development is Gary functioning?

Correct AnswerverifiedShow Answer

Which of the following statements about ethical dilemmas is true?

Correct AnswerverifiedShow Answer

An individual in the pre-conventional stage of morality asks,"What can I get away with?"

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

What are the two major influences on the ethical behavior of sales personnel?

Correct AnswerverifiedEmployees ...View AnswerShow Answer

Which of the following corporate actions would LEAST likely prevent racial and sexual harassment?

Correct AnswerverifiedShow Answer

Which of the following statements about the international side of ethics is false?

Correct AnswerverifiedShow Answer

Ethical behavior refers to conducting yourself in the proper manner and treating others fairly.

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 term refers to the different beliefs people have about the world?

Correct AnswerverifiedShow Answer

All of the following statements,if made by a salesperson,could have legally actionable consequences if the statement were incorrect EXCEPT:

Correct AnswerverifiedShow Answer

Which of the following statements,if false,would most likely have legal consequences?

Correct AnswerverifiedShow Answer

NewShine Floor Co.manufactures floor mats.It has agreed to buy all of its light bulbs and fixtures from Luminous Lighting if Luminous will agree to buy and use NewShine safety mats in its factory.This is an example of:

Correct AnswerverifiedShow Answer

To prevent sexual harassment,companies rely on top management support,training for all employees,and clear procedures for filing grievances.

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified
Employees ...
View Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified