Question 1

The majority of sales personnel operate at the _____ level of moral development.

Accepted Answer

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

Question 2

If a video game manufacturer required its resellers to stock a line of games based on the financially-disappointing movie War of the Worlds in order to carry games based on the popular TV show Survivor, it would be an example of:

Accepted Answer

A)   misrepresentation.
B)   a tie-in sale.
C)   reciprocal selling.
D)   a Green River dealership.
E)   discriminatory selling.

Question 3

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

Accepted Answer

A)   Bribes always involve money.
B)   Bribery accounts for more than half of all white-collar crimes in the U.S.
C)   Commissioned salespeople cannot be bribed because of the commission system.
D)   The difference between a business gift and a bribe is quite clear.
E)   Bar bills, meals, and entertainment are always considered bribes.

Question 4

A salesperson can minimize exposure to costly misrepresentation and breach of warranty lawsuits if the salesperson:

Accepted Answer

A)   never negotiates.
B)   avoids win-win sales situations.
C)   never sells customers more than they want.
D)   thoroughly educates customers before making a sale.
E)   offers opinions when customers ask what results to expect from a product.

Question 5

A sales executive makes decisions based upon what her boss says is right; this person is at the principled level of moral development.

Accepted Answer

A) True 
 B)False

Question 6

Principle-based statements generally outline the procedures to be used in specific ethical situations.

Accepted Answer

A) True 
 B)False

Question 7

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 competition

Question 8

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-will

Question 9

Individuals at the principled moral level base ethical decisions on laws and consequences.

Accepted Answer

A) True 
 B)False

Question 10

a(n. _____ would tell Quinton that he should return unauthorized competitive information to its owner without examining it, even though the information would more than likely result in a large commission for Quinton.

Accepted Answer

A)   fixed point of reference
B)   employee rights clause
C)   mandatory cooling off period
D)   preconventional moral maturity
E)   directional code of ethics

Question 11

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?

Question 12

All of the following are characteristics of ethical behavior EXCEPT:

Accepted Answer

A)   being honest with customers.
B)   following company policies.
C)   showing loyalty to co-workers.
D)   treating customers and peers fairly.
E)   maintaining personal sales goals.

Question 13

When a company determines that one of its sales staff has an addiction which affects his work, it would be most ethical for the company to:

Accepted Answer

A)   terminate the employee to convey a message to other employees.
B)   punish the employee with a salary cut and demotion.
C)   encourage the employee to seek professional help.
D)   encourage the employee to take a leave of absence.
E)   file a lawsuit against the employee to cover the liability.

Question 14

"This refrigerator will preserve foods in the warmest weather." This statement by a home appliance salesperson is legally actionable.

Accepted Answer

A) True 
 B)False

Question 15

When a customer relies on a salesperson's statements, purchases the product, and then finds that it fails to perform as promised, the supplier can be sued for:

Accepted Answer

A)   reciprocity.
B)   tie-in sales practice.
C)   sales discrimination.
D)   misrepresentation.
E)   sales restriction.

Question 16

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.

Question 17

Which of the following laws allows sellers to grant quantity discounts to larger buyers based on savings in manufacturing costs?

Accepted Answer

A)   Clayton Act
B)   Cooling-off laws
C)   Robinson-Patman Act
D)   Green River ordinances
E)   Civil Rights Act

Question 18

The Golden Rule of Selling requires people whose personal character is at level 2.

Accepted Answer

A) True 
 B)False

Question 19

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

Accepted Answer

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

Question 20

Donna buys two laptop computers for $2,000. Jackson buys 15 units of the same laptop computer for $12,000. This selling situation provides evidence for price discrimination.

Accepted Answer

A) True 
 B)False

Exam 3: Ethics First Then Customer Relationships

"This refrigerator will preserve foods in the warmest weather." This statement by a home appliance salesperson is legally actionable.

Correct AnswerverifiedShow Answer

Which of the following laws allows sellers to grant quantity discounts to larger buyers based on savings in manufacturing costs?

Correct AnswerverifiedShow Answer

a(n. _____ would tell Quinton that he should return unauthorized competitive information to its owner without examining it, even though the information would more than likely result in a large commission for Quinton.

Correct AnswerverifiedShow Answer

When a customer relies on a salesperson's statements, purchases the product, and then finds that it fails to perform as promised, the supplier can be sued for:

Correct AnswerverifiedShow Answer

Individuals at the principled moral level base ethical decisions on laws and consequences.

Correct AnswerverifiedShow Answer

What is reciprocity?

Correct AnswerverifiedShow Answer

If a video game manufacturer required its resellers to stock a line of games based on the financially-disappointing movie War of the Worlds in order to carry games based on the popular TV show Survivor, it would be an example of:

Correct AnswerverifiedShow Answer

The majority of sales personnel operate at the _____ level of moral development.

Correct AnswerverifiedShow Answer

A salesperson can minimize exposure to costly misrepresentation and breach of warranty lawsuits if the salesperson:

Correct AnswerverifiedShow 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

Principle-based statements generally outline the procedures to be used in specific ethical situations.

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

The Golden Rule of Selling requires people whose personal character is at level 2.

Correct AnswerverifiedShow Answer

Donna buys two laptop computers for $2,000. Jackson buys 15 units of the same laptop computer for $12,000. This selling situation provides evidence for price discrimination.

Correct AnswerverifiedShow Answer

When a company determines that one of its sales staff has an addiction which affects his work, it would be most ethical for the company to:

Correct AnswerverifiedShow Answer

A sales executive makes decisions based upon what her boss says is right; this person is at the principled level of moral development.

Correct AnswerverifiedShow Answer

All of the following are characteristics of ethical behavior EXCEPT:

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

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