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SALES PRINCIPLES
Chapter 2: Ethics First… Then Customer Relationships
| Question | Answer |
|---|---|
| People's different beliefs about the world around them are referred to as their _________, and it is because of these beliefs that they tend to have different views on ethics and morality. | Worldview |
| True or false: Individuals are most likely to make their moral and ethical decisions based on whatever feels comfortable or right in a situation. | True |
| Why is one's conscience usually not the best guide to making moral and ethical decisions? Multiple choice question. | If a fixed point of reference is attached to one's self, one changes the rules based upon one's best interest in various situations. |
| The key to understanding the Core Principles from the perspectives of religions such as Hinduism, Buddhism, Judaism, and Christianity is to recognize that _____. | Professionalism does not necessarily include reciprocity |
| Identify the true statements about ethics. (Check all that apply.) | 1.It is difficult to define ethics in a precise way. 2.Ethics determine standards for what is good or bad in conduct and decision making. |
| Which of the following is the definition of people's morals? | People's adherence to right or wrong behavior and right or wrong thinking |
| Barna Research is conducting an ongoing study of sources influencing Americans' ethical and moral decision-making processes. Which of the following were identified in early returns as the leading influence's in American society? (Check all that apply.) | 1.Family 2.Public policy and law 3.Movies |
| In the context of the guidelines for making ethical decisions, a(n) ___ ____ ______ ____ refers to something that provides the correct action to take in any situation and never gets tailored to fit an occasion. | Blank 1: fixed Blank 2: point Blank 3: of Blank 4: reference |
| In the context of the Core Principles, former President George W. Bush stated that business decisions should be guided by _____. | True professionalism |
| In a general sense, the codes of moral principles and values that govern the behaviors of a person or a group with respect to what is right or wrong are called _____. | Ethics |
| Which of the following defines ethical behavior? | Treating other individuals fairly |
| Why is one's conscience usually not the best guide to making moral and ethical decisions? | If a fixed point of reference is attached to one's self, one changes the rules based upon one's best interest in various situations. |
| The key to understanding the Core Principles from the perspectives of religions such as Hinduism, Buddhism, Judaism, and Christianity is to recognize that _____. | Professionalism does not necessarily include reciprocity |
| Identify the true statements about ethics. (Check all that apply.) | 1. It is difficult to define ethics in a precise way. 2. Ethics determine standards for what is good or bad in conduct and decision making. |
| Which of the following situations involve an ethical dilemma? (Check all that apply.) | 1. When each alternative choice has unwanted elements due to potentially negative ethical consequences 2. When right or wrong cannot be clearly identified |
| Who among the following sales personnel display ethical behavior? (Check all that apply.) | 1. Ahmed who complies with rules 2. Sean who behaves in a proper manner 3.Stella who shows loyalty to her company and associates |
| Sometimes an organization may put managers and/or salespeople in positions that force them to choose among compromising their ethics, not doing what is required, or leaving the organization. The choice mainly depends on the _____. | Importance of the situation |
| Who among the following sales managers is most likely to contribute to ill salespeople's chances of recovery? | Ram who shows a sincere, personal interest in helping ill salespeople |
| Dilemmas and disagreements about proper behavior often occur primarily because _____. | Ethical standards are not categorized |
| Rights desired by employees regarding their job security and their treatment by employers while on the job, irrespective of whether those rights are currently protected by law or collective bargaining agreements of labor unions, are called ____ ______. | Blank 1: employee Blank 2: rights |
| True or false: The ethical considerations are the level of sales pressure to place on a salesperson, decisions related to a salesperson's territory, whether to be honest with the salesperson, what to do with an ill salesperson, and employee rights | True |
| In the context of the unethical practices followed by sales personnel, which of the following describes misusing company assets? | Using expense accounts or samples for personal gain or as bribes and kickbacks to customers |
| Identify the guidelines that should be followed by sales managers in the context of the ethical considerations they face. (Check all that apply.) | 1. They should set realistic and achievable goals for salespeople. 2. They should display a sincere, personal interest in helping an ill salesperson. |
| Which of the following are guidelines that should be followed by sales managers when facing ethical considerations related to employee rights? (Check all that apply.) | 1. They must be current on ethical and legal aspects regarding employee rights. 2. They must develop various strategies for their firm for addressing employee rights. |
| Robert, a salesperson, is not closely supervised by his sales manager. As a result, he takes up a second job on company time. Which of the following unethical practices followed by sales personnel is most likely exemplified in this scenario? | Moonlighting |
| Lara is a salesperson , One of her customers complains that he received a damaged refrigerator.Lara knows there is no damage yet she still gives the customer a credit , Which of the following unethical practices followed by sales personnel is exemplified? | Misusing company property |
| A clothing manufacturer has a sales contest In March, Paul, ships products that are not required by a customer. The customer holds the products until payment is due & returns after. Which unethical practices is exemplified in this scenario? | Cheating |
| In the context of the unethical practices followed by sales personnel, who among the following salespeople engages in moonlighting? | Dora who joins another firm as a part-time writer and leaves work in the early afternoon for this job |
| A buyer demands travel payments in return for placing an order with a salesperson. Which of the following is the best explanation for this demand? | The buyer tried to ask for a bribe from the salesperson. |
| An automobile manufacturer has a contest in September. Megan, a salespeople, does not turn in sales orders for the end of August and lumps them with September sales. Which unethical practices followed by sales most likely exemplified in this scenario? | Cheating |
| Which of the following is most likely to lead a customer to sue a supplier for misrepresentation and breach of warranty? | A salesperson exaggerating the benefits of his or her products and making false statements to close a sale |
| Some customers may receive price reductions, promotional allowances, and support while others do not, even though, under certain circumstances, this violates _____. | the Robinson-Patman Act of 1936 |
| To buy a particular line of merchandise, a buyer may be required to buy other, unwanted products. This is called a(n) | Blank 1: tie Blank 2: in Blank 3: sale |
| A salesperson offers a $5,000 vacation to a $12,000 customer. Which of the following is the best explanation for this offering? | The salesperson attempted to bribe the customer. |
| If an exclusive dealership lessens competition, it is prohibited under _____. | the Clayton Act |
| In the context of the ethics in dealing with customers, a supplier can be sued for misrepresentation and breach of warranty if _____. | A customer depends on a salesperson's statements, purchases the product or service, and then finds that it fails to perform as promised |
| In the context of ethics in dealing with customers, which of the following true of the Robinson-Patman Act of 1936? | It lets sellers grant quantity discounts to large purchasers based on savings in manufacturing costs. |
| Tie-in sale is prohibited under _____ when it substantially reduces competition. | the Clayton Act |
| Which of the following is a situation that primarily involves an exclusive dealership? | When an agreement requires that a wholesaler or retailer buy products from one manufacturer |
| Which of the following primarily consider a reciprocal sales agreement illegal if it results in hurting or eliminating competition? (Check all that apply.) | 1. The Department of Justice 2. The Federal Trade Commission |
| In the context of sales restriction, the Federal Trade Commission and most states have passed cooling-off laws. Identify the true statements about these laws. (Check all that apply.) | 1. They provide a buyer with a period, usually three days, in which the buyer may cancel a contract, return any merchandise, and obtain a full refund. 2. They require purchasers to receive from the seller a written, dated contract and receipt |
| Allisa Corp. agrees to buy computers from TechnoYes Inc. if TechnoYes Inc. agrees to buy the furniture manufactured by Allisa Corp. In the context of ethics in dealing with customers, this scenario exemplifies the concept of _____. | reciprocity |
| n the context of the Core Principles of Professional Selling, the _____refers to the facts needed to make ethical and moral decisions. | Truth |
| Many cities in the United States require persons selling directly to consumers to be licensed by the city in which they do business if they are not residents and to pay a license fee. These city ordinances often are called ___ ___ ___. | Blank 1: Green Blank 2: River Blank 3: ordinances |
| Integrity, trust, and character give the upright support for an organization's substructure of values. In this context, match the types of people (in the left column) with their characteristics (in the right column). | 1.A person with integrity -The person is honest without compromise or corruption. 2.A person who trusts -The person believes that people will act as they are expected to act.The person believes that people will act as they are expected to act. |
| True or false: In the context of the Core Principles of Professional Selling, both ethical behavior and professionalism refer to treating other individuals fairly. | True |
| Integrity and trust form the attributes that make up and distinguish an organization and its salesperson. These attributes are often referred to as_____. | character |
Created by:
SBright
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