Ethics First Then Customer Relationships

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Questions Bank

The Life,Times,and Career of the Professional Salesperson
Relationship Marketing: Where Personal Selling Fits
Ethics First Then Customer Relationships
The Psychology of Selling: Why People Buy
Communication for Relationship Building: Its Not All Talk
Sales Knowledge: Customers,Products,technologies
Prospecting the Lifeblood of Selling
Planning the Sales Call Is a Must
Carefully Select Which Sales Presentation Method to Use
Begin Your Presentation Strategically
Elements of a Great Sales Presentation
Welcome Your Prospects Objections
Closing Begins the Relationship
Service and Follow-Up for Customer Retention
Time,Territory,and Self-Management: Keys to Success
Planning,Staffing,and Training Successful Salespeople
Motivation,Compensation,Leadership,and Evaluation of Salespeople

All Questions

Question 1

Free

True/False

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

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Question 2

Free

True/False

The ethical behavior of an employee is influenced by managers,co-workers,and the organization.

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Question 3

Free

True/False

In most cases,an individual's moral development becomes increasingly mature.

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Question 4

Free

True/False

An individual in the pre-conventional stage of morality asks,"What can I get away with?"

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Question 5

Free

True/False

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

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Question 6

True/False

Most sales people operate at the conventional level of moral development.

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Question 7

True/False

Sales representatives at the preconventional moral development level would most likely be unconcerned about lying to customers if getting caught was unlikely.

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Question 8

True/False

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

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Question 9

True/False

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

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Question 10

True/False

A fixed point of reference refers to something that provides the correct action to take in any situation and never gets tailored to fit an occasion.

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Question 11

True/False

Multiple world religions adhere to the Golden Rule.

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Question 12

True/False

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

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Question 13

True/False

An ethical dilemma arises in a situation when each alternative choice has some undesirable elements due to potentially negative ethical consequences.

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Question 14

True/False

If management decides to increase the number of territories in a state,there is a possibility the earnings of the salespeople working that state will decrease.

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Question 15

True/False

Today employers have the right to terminate salespeople for poor performance,excessive absenteeism,unsafe conduct,and poor organizational citizenship.

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Question 16

True/False

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

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Question 17

True/False

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

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Question 18

True/False

Eldon Hensley is a sales representative at Amass Innovations,a firm that manufactures tankless water heating systems.He gives travel certificates and gifts to purchasing executives who buy numerous products from him.This is an example of bribing.

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Question 19

True/False

If sales personnel loosely describe their product or service in glowing terms,the law treats these comments as statements of fact and warranties.

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Question 20

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

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