1. Dealing with some extra bills, Michael Scott works at a call center for RapidLoss Diet Supplement Pills. If you want to change your existing diet pills to RapidLoss, you can call him on the telephone, and he will sell you RapidLoss services and offer you a menu of "packages" to meet all your dietary needs. What term best describes Michael's role at RapidLoss? ____________________________________________________________________________________ 2. Ryan works as a salesperson for a new car dealership in Waterloo, Ontario. He has had a fantastic day and sold 5 cars. When he recounted his day to his family, he was the most excited to share how happy his customers' had been as they drove away in their new cars. What term best describes this type of reward? ____________________________________________________________________________________ 3. From your experience, describe briefly the salary earned by a beginning sales representative in terms of amount and reward over time. ____________________________________________________________________________________ 4. In a large firm, in what role does a salesperson's career path usually begin? ____________________________________________________________________________________ 5. What salesperson role best describes the position of a senior salesperson who oversees the customer relationships inside a designated territory? ____________________________________________________________________________________ 6. In terms of an organization's social responsibilities, briefly define its legal responsibilities. ____________________________________________________________________________________ 7. Briefly describe an organization's economic responsibility. ____________________________________________________________________________________ 8. Pam Halpert considers herself a responsible person. She upholds moral and legal laws at Dunder Mifflin and does her best to meet her coworkers' expectations. At what level of moral development does Pam operate? ____________________________________________________________________________________ 9. "I don't care what David said. It's wrong and I'm not going to do it. I get fired, then that's just the way it will have to be!" Michael Scott shouted. At what level of moral development is he apparently working? ____________________________________________________________________________________ 10. Pam Beesly, who has a background in art and digital design, has just been hired for a sales position with a modest paper products company that expects its salespeople to exhibit excellent ethical behaviour. Pam asks Michael what he thinks ethical behaviour is. If you were Michael, what 4 things would you include in your answer to Pam? ____________________________________________________________________________________ 11. In a product purchase decision, a customer buys the product based on its expected benefits. Briefly describe what a benefit is. ____________________________________________________________________________________ 12. A salesperson makes the following statement: "This phone allows group calls." Which term best describes the salesperson's statement? ____________________________________________________________________________________ 13. "We make all of our coffee with natural ingredients" responds a worker when the customer questions the high price of the coffee compared to the large coffee chain nearby. What is the worker referencing to justify the higher price? ____________________________________________________________________________________ 14. "This particular package will mean you can download files very quickly." What term best describes this statement? ____________________________________________________________________________________ 15. While selling a printer, Jim Halpert made the following statement to a client: "With its 20 percent market share, this is the best-selling laser printer on the market today." What aspect of the product is Jim describing