Question 1

If the manufacturer of Kingston freestanding greenhouses were to give $10 to the salespeople who worked at retailers of Kingston greenhouses for each greenhouse they sold during the month of May, these special incentives would be called:

Accepted Answer

A)  pull money.
B)  a sale lifter.
C)  a perquisite.
D)  a spiff.
E)  a straight commission.F) A) and C)
G) A) and E)

Question 2

To avoid legal and ethical problems when selling a computer-assisted design system to an architectural firm, the salesperson should:

Accepted Answer

A)  educate the customer thoroughly about the system before concluding the sale.
B)  avoid offering an opinion about how the product will specifically benefit the firm.
C)  tell the customer as much as possible about how to operate the new system.
D)  tell the customer that he will find out the answer and call if he is asked a question he cannot answer.
E)  do all of the above to avoid any claims of misrepresentation.F) C) and E)
G) A) and E)

Question 3

There are seven factors that directly impact an individual's personal code of ethics. List six of them and give an example of how each would directly impact a salesperson's ethical system.

Accepted Answer

Students will have a variety of differen...

Question 4

Dmitri is trying to establish a long-term relationship with the purchasing agent at Longwood Publishing, Inc. Over lunch, Dmitri told the agent that he accidentally saw a confidential memo on the CEO's desk that discussed the hostile takeover of Longwood's major competitor. What do you think of Dmitri's business behavior?

Accepted Answer

A)  If he hadn't divulged the information, it would have been a form of backdoor selling.
B)  He has successfully built trust by being honest and open.
C)  He has jeopardized his chances of ever building a long-term relationship with this agent.
D)  If he hadn't divulged the information, it would have been a form of deception.
E)  Divulging the information prevented him from accidentally creating an ethical dilemma.F) A) and D)
G) C) and E)

Question 5

When Venezuelan growers of fresh flowers sold their product in U.S. markets for less money than it cost to raise the flowers they were trying to put the U.S. growers out of business. Since this practice, called dumping, was perfectly ethical from the viewpoint of the Venezuelans, one can assume that its citizens would accept a policy of:

Accepted Answer

A)  ethical imperialism.
B)  ethical ombudsmen.
C)  ethical solidarity.
D)  cultural relativism.
E)  cultural solidarity.F) A) and E)
G) A) and D)

Question 6

A purchasing agent taking a bribe can harm their firm if:

Accepted Answer

A)  the firm will have to return all unsold merchandise that was bought as the result of the bribe to its original seller.
B)  the buying firm will be more closely scrutinized by the Federal Trade Commission.
C)  the products bought on the basis of the bribe are of poor quality.
D)  the purchasing firm will have to rewrite its code of ethics.
E)  the purchasing agent's firm is not penalized.F) A) and E)
G) B) and E)

Question 7

What is the difference between a sales presentation and a sales quote?

Accepted Answer

A sales presentation is an inv...

Question 8

_____ involves paying large sums of money to higher-ranking officials to get them to do something illegal or to ignore an illegal act.

Accepted Answer

A)  Collusion
B)  Subordination
C)  Capitulation
D)  Indemnification
E)  LubricationF) C) and E)
G) B) and E)

Question 9

When Murray purchased the new drink machine for the employee snack room, he was frustrated to learn it would not keep drinks cold. Under a(n)  ____, he could demand the seller replace the non-functioning machine with one that would cool.

Accepted Answer

A)  codified warranty
B)  impressed guarantee
C)  implied warranty
D)  expressed warranty
E)  vocalized guaranteeF) C) and D)
G) A) and D)

Question 10

Anita Landry is quitting her job, and she wants to tell her sales supervisor what a bumbling fool he is and explains to him in great detail why he couldn't supervise a dirty diaper. How might such a confrontation adversely affect Landry's future?

Accepted Answer

She may want to retu...

Question 11

When Raleigh sold the automated sprinkler system to the construction company, he specified in the contract that the system was to be shipped FOB destination. According to the UCC, this means:

Accepted Answer

A)  the buyer has title to the system as soon as it leaves the seller's loading dock.
B)  the seller guarantees that the system will work as advertised if it is installed correctly.
C)  the buyer has the right to refuse payment for the system if it arrives after the promised due date.
D)  the seller has title until the system is received at the construction site.
E)  the delivery company has title to the system until a representative of the construction company signs a receipt.F) A) and D)
G) C) and D)

Question 12

Salespeople engage in _____ when they ignore a purchasing agent's (PA)  policy against contacting other employees without the PA's permission, go around the PA's back, and contact other people involved in the purchasing decision directly.

Accepted Answer

A)  backdoor selling
B)  expanded prospecting
C)  sales prospecting
D)  hustling
E)  bypass sellingF) A) and B)
G) A) and D)

Question 13

Did Kim make a mistake when she told a potential customer that her competitor's products were flimsy and poorly made?

Accepted Answer

A)  Yes, if the Federal Trade Commission ever learns of her lack of discretion.
B)  No, because customers don't believe what salespeople tell them.
C)  Yes, if the potential customer had ever bought the competitor's products, it could be regarded as a criticism of their judgment.
D)  No, she was trying to make a sale.
E)  She shouldn't worry about it if that is part of her sales presentation.F) A) and E)
G) A) and B)

Question 14

Larry, an inexperienced sales rep, has asked you to suggest ways to deal with potential ethical problems. What is your advice?

Accepted Answer

A)  It's only unethical if it is illegal.
B)  Do what the other sales reps do.
C)  Do whatever makes profits for your company.
D)  Perform whatever services your client requests.
E)  Develop and maintain a personal code of ethics.F) None of the above
G) A) and B)

Question 15

What is the credulous person standard?

Accepted Answer

It is a standard used in Canada that req...

Question 16

As a salesperson, your statements and actions can legally bind your company if you are acting in place of your company as it's authorized:

Accepted Answer

A)  wholesaler.
B)  mouthpiece.
C)  channel leader.
D)  intermediary.
E)  agent.F) A) and B)
G) All of the above

Question 17

The manager of the linen section of the department store, purchases towels from the Bona Fide Textile Company salesperson. If the salesperson gave him a payment of five percent of the total sale once the order was placed, it would be an example of a:

Accepted Answer

A)  thank-you gift.
B)  commission.
C)  payola.
D)  kickback.
E)  discount.F) All of the above
G) C) and E)

Question 18

A(n)  _____ is an oral or written statement by the seller about how a product will perform.

Accepted Answer

A)  codified warranty
B)  impressed guarantee
C)  implied warranty
D)  expressed warranty
E)  vocalized guaranteeF) B) and E)
G) A) and B)

Question 19

When a perfume manufacturer establishes a minimum price below which a retailer may not sell its perfume, the manufacturer is engaged in:

Accepted Answer

A)  a tying contract.
B)  resale price maintenance.
C)  price discrimination.
D)  collusion.
E)  reciprocity.F) None of the above
G) C) and E)

Question 20

In "The Importance of Ethics in the Supply Chain" Granite Construction representative Rick Carlysle states there are no gray areas regarding ethics because of the company's code of ethics.

Accepted Answer

A) True 
 B)False

Exam 2: Ethical and Legal Issues in Selling

To avoid legal and ethical problems when selling a computer-assisted design system to an architectural firm, the salesperson should:

Correct Answer
verified

If the manufacturer of Kingston freestanding greenhouses were to give $10 to the salespeople who worked at retailers of Kingston greenhouses for each greenhouse they sold during the month of May, these special incentives would be called:

Correct Answer
verified

Salespeople engage in _____ when they ignore a purchasing agent's (PA) policy against contacting other employees without the PA's permission, go around the PA's back, and contact other people involved in the purchasing decision directly.

Correct Answer
verified

A(n) _____ is an oral or written statement by the seller about how a product will perform.

Correct Answer
verified

_____ involves paying large sums of money to higher-ranking officials to get them to do something illegal or to ignore an illegal act.

Correct Answer
verified

What is the difference between a sales presentation and a sales quote?

Correct Answer
verified
A sales presentation is an inv...
View Answer

The manager of the linen section of the department store, purchases towels from the Bona Fide Textile Company salesperson. If the salesperson gave him a payment of five percent of the total sale once the order was placed, it would be an example of a:

Correct Answer
verified

Correct Answer
verified

Anita Landry is quitting her job, and she wants to tell her sales supervisor what a bumbling fool he is and explains to him in great detail why he couldn't supervise a dirty diaper. How might such a confrontation adversely affect Landry's future?

Correct Answer
verified
She may want to retu...
View Answer

A purchasing agent taking a bribe can harm their firm if:

Correct Answer
verified

There are seven factors that directly impact an individual's personal code of ethics. List six of them and give an example of how each would directly impact a salesperson's ethical system.

Correct Answer
verified
Students will have a variety of differen...
View Answer

When Murray purchased the new drink machine for the employee snack room, he was frustrated to learn it would not keep drinks cold. Under a(n) ____, he could demand the seller replace the non-functioning machine with one that would cool.

Correct Answer
verified

When Raleigh sold the automated sprinkler system to the construction company, he specified in the contract that the system was to be shipped FOB destination. According to the UCC, this means:

Correct Answer
verified

Larry, an inexperienced sales rep, has asked you to suggest ways to deal with potential ethical problems. What is your advice?

Correct Answer
verified

Did Kim make a mistake when she told a potential customer that her competitor's products were flimsy and poorly made?

Correct Answer
verified

In "The Importance of Ethics in the Supply Chain" Granite Construction representative Rick Carlysle states there are no gray areas regarding ethics because of the company's code of ethics.

Correct Answer
verified

What is the credulous person standard?

Correct Answer
verified
It is a standard used in Canada that req...
View Answer

Correct Answer
verified

When a perfume manufacturer establishes a minimum price below which a retailer may not sell its perfume, the manufacturer is engaged in:

Correct Answer
verified

As a salesperson, your statements and actions can legally bind your company if you are acting in place of your company as it's authorized:

Correct Answer
verified

Exam 2: Ethical and Legal Issues in Selling

To avoid legal and ethical problems when selling a computer-assisted design system to an architectural firm, the salesperson should:

Correct AnswerverifiedShow Answer

If the manufacturer of Kingston freestanding greenhouses were to give $10 to the salespeople who worked at retailers of Kingston greenhouses for each greenhouse they sold during the month of May, these special incentives would be called:

Correct AnswerverifiedShow Answer

Salespeople engage in _____ when they ignore a purchasing agent's (PA) policy against contacting other employees without the PA's permission, go around the PA's back, and contact other people involved in the purchasing decision directly.

Correct AnswerverifiedShow Answer

A(n) _____ is an oral or written statement by the seller about how a product will perform.

Correct AnswerverifiedShow Answer

_____ involves paying large sums of money to higher-ranking officials to get them to do something illegal or to ignore an illegal act.

Correct AnswerverifiedShow Answer

What is the difference between a sales presentation and a sales quote?

Correct AnswerverifiedA sales presentation is an inv...View AnswerShow Answer

The manager of the linen section of the department store, purchases towels from the Bona Fide Textile Company salesperson. If the salesperson gave him a payment of five percent of the total sale once the order was placed, it would be an example of a:

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Anita Landry is quitting her job, and she wants to tell her sales supervisor what a bumbling fool he is and explains to him in great detail why he couldn't supervise a dirty diaper. How might such a confrontation adversely affect Landry's future?

Correct AnswerverifiedShe may want to retu...View AnswerShow Answer

A purchasing agent taking a bribe can harm their firm if:

Correct AnswerverifiedShow Answer

There are seven factors that directly impact an individual's personal code of ethics. List six of them and give an example of how each would directly impact a salesperson's ethical system.

Correct AnswerverifiedStudents will have a variety of differen...View AnswerShow Answer

When Murray purchased the new drink machine for the employee snack room, he was frustrated to learn it would not keep drinks cold. Under a(n) ____, he could demand the seller replace the non-functioning machine with one that would cool.

Correct AnswerverifiedShow Answer

When Raleigh sold the automated sprinkler system to the construction company, he specified in the contract that the system was to be shipped FOB destination. According to the UCC, this means:

Correct AnswerverifiedShow Answer

Larry, an inexperienced sales rep, has asked you to suggest ways to deal with potential ethical problems. What is your advice?

Correct AnswerverifiedShow Answer

Did Kim make a mistake when she told a potential customer that her competitor's products were flimsy and poorly made?

Correct AnswerverifiedShow Answer

In "The Importance of Ethics in the Supply Chain" Granite Construction representative Rick Carlysle states there are no gray areas regarding ethics because of the company's code of ethics.

Correct AnswerverifiedShow Answer

What is the credulous person standard?

Correct AnswerverifiedIt is a standard used in Canada that req...View AnswerShow Answer

Correct AnswerverifiedShow Answer

When a perfume manufacturer establishes a minimum price below which a retailer may not sell its perfume, the manufacturer is engaged in:

Correct AnswerverifiedShow Answer

As a salesperson, your statements and actions can legally bind your company if you are acting in place of your company as it's authorized:

Correct AnswerverifiedShow Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified
A sales presentation is an inv...
View Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified
She may want to retu...
View Answer

Correct Answer
verified

Correct Answer
verified
Students will have a variety of differen...
View Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified
It is a standard used in Canada that req...
View Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified