Question 1

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.F) All of the above
G) A) and C)

Question 2

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.F) B) and E)
G) A) and B)

Question 3

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.F) C) and E)
G) None of the above

Question 4

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.F) A) and E)
G) C) and D)

Question 5

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

Accepted Answer

A) True 
 B)False

Question 6

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)   CitizenshipF) None of the above
G) C) and E)

Question 7

U.S.salespeople competing in foreign countries are required to comply with the laws of the foreign country rather than U.S.laws,which are not applicable overseas.

Accepted Answer

A) True 
 B)False

Question 8

Which of the following is illustrated if a contract requires that a wholesaler purchase products from one manufacturer?

Accepted Answer

A)   Reciprocity
B)   Exclusive dealership
C)   Product discrimination
D)   Deceptive slotting
E)   Price discriminationF) B) and D)
G) All of the above

Question 9

Ethical behavior specifically refers to carrying out one's share of the work and responsibility with 100 percent effort.

Accepted Answer

A) True 
 B)False

Question 10

Sheridan decides to buy his first car.The car salesperson promises to arrange a car loan for him if he also purchases the auto insurance.This is a classic example of:

Accepted Answer

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

Question 11

Define ethical behavior.Provide specific examples of ethical behavior.

Accepted Answer

Ethical behavior refers to treating othe...

Question 12

Integrity and trust form the attributes that distinguish the organization and salesperson,often referred to as character.

Accepted Answer

A) True 
 B)False

Question 13

Which term refers to the rights desired by employees regarding their job security and treatment by employers?

Accepted Answer

A)   Cultural acceptance
B)   Human rights
C)   Affirmative action
D)   Employee rights
E)   Workers' compensationF) B) and E)
G) A) and E)

Question 14

Which of the following would be an example of a salesperson who is moonlighting unethically?

Accepted Answer

A)   A retail sales clerk who works Monday through Friday and is taking a weekend MBA program.
B)   A building supply salesperson who sells vacation real estate on company time.
C)   A travel agent who sells antiques on the Internet during the weekends.
D)   A fire equipment salesperson who demonstrates her equipment to prospects by setting real fires.
E)   A retail ad salesperson who tells his wife when store sales are scheduled before they are announced to the public.F) B) and C)
G) A) and D)

Question 15

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

Accepted Answer

A) True 
 B)False

Question 16

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.F) A) and B)
G) B) and E)

Question 17

The Robinson-Patman Act of 1936 prevents sellers from granting quantity discounts to larger buyers.

Accepted Answer

A) True 
 B)False

Question 18

What is price discrimination? Which law protects customers from price discrimination?

Accepted Answer

Price discrimination refers to...

Question 19

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?F) B) and D)
G) A) and D)

Question 20

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

Accepted Answer

A) True 
 B)False

Exam 3: Ethics First Then Customer Relationships

Sheridan decides to buy his first car.The car salesperson promises to arrange a car loan for him if he also purchases the auto insurance.This is a classic example of:

Correct AnswerverifiedShow Answer

Which term refers to the rights desired by employees regarding their job security and treatment by employers?

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

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

What is price discrimination? Which law protects customers from price discrimination?

Correct AnswerverifiedPrice discrimination refers to...View AnswerShow Answer

Ethical behavior specifically refers to carrying out one's share of the work and responsibility with 100 percent effort.

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Integrity and trust form the attributes that distinguish the organization and salesperson,often referred to as character.

Correct AnswerverifiedShow Answer

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

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

U.S.salespeople competing in foreign countries are required to comply with the laws of the foreign country rather than U.S.laws,which are not applicable overseas.

Correct AnswerverifiedShow Answer

The Clayton Act prohibits actions that would:

Correct AnswerverifiedShow Answer

Which of the following would be an example of a salesperson who is moonlighting unethically?

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

Which of the following is illustrated if a contract requires that a wholesaler purchase products from one manufacturer?

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

The Robinson-Patman Act of 1936 prevents sellers from granting quantity discounts to larger buyers.

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 AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Define ethical behavior.Provide specific examples of ethical behavior.

Correct AnswerverifiedEthical behavior refers to treating othe...View AnswerShow Answer

Correct Answer
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Price discrimination refers to...
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Ethical behavior refers to treating othe...
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