Question 1

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

Accepted Answer

The three levels of moral deve...

Question 2

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

Accepted Answer

A) True 
 B)False

Question 3

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

Question 4

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.

Question 5

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 6

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 7

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

Question 8

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.

Question 9

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 10

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

Accepted Answer

A) True 
 B)False

Question 11

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

Accepted Answer

In the early and mid twentieth century, ...

Question 12

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. D

Question 13

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 14

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. D

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

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.

Question 17

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

Accepted Answer

A) True 
 B)False

Question 18

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 19

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. D

Question 20

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

Accepted Answer

A) True 
 B)False

Exam 3: Ethics First Then Customer Relationships

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

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

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

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:

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

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

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

Cooling-off laws apply only to:

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

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

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedIn the early and mid twentieth century, ...View AnswerShow Answer

The Clayton Act prohibits actions that would:

Correct AnswerverifiedD

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

Correct AnswerverifiedShow Answer

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?

Correct AnswerverifiedD

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

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

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?

Correct AnswerverifiedPuffery refers to the opinions that sale...View AnswerShow Answer

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

Correct AnswerverifiedD

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

Correct AnswerverifiedShow Answer

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The three levels of moral deve...
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In the early and mid twentieth century, ...
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D

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Puffery refers to the opinions that sale...
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D

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