OPEN QUIZ: Chapter-3 1 mark per question. Total 20 Marks 1. All of the following actions present ethical dilemmas to a salesperson, except: A) ignoring company policy. B) yielding to pressure for personal gain. C) disregarding industry regulations. D) affirming their commitment to the company's code of conduct. E) casting aside personal values or personal gain. 2. People with a high level of emotional intelligence display many of the qualities needed in sales work, except: A) self-confidence. B) pessimism. C) adaptability. D) initiative. E) empathy. 3. Tenisha sends a written proposal to a customer. In the proposal, she compares the specifications of her product and a competing product. If the information about the competing product is not true, she is using a form of business defamation called: A) bribery. B) business libel. C) negative word-of-mouth publicity. D) business slander E) product disparagement. 4. In the New Economy, many respected companies had crossed the ethical line as a result of: A) the shareholders. Shareholders demanded high return-on-investment at any cost. B) immigration. People from other cultures who came to North America had different ethical values. C) the legal system. The law was not harsh enough to discourage unethical behaviours, D) competition. Increased competition forced companies to make unethical decisions. E) corporate culture. There was an emphasis on becoming lean, innovative, and profitable at any cost.5. Whereas a legal standard is enforced by statute, an ethical standard is an outgrowth of: A) values of a culture. B) personal values of the salesperson. C) guidelines formulated by the religious community. D) a political process. E) guidelines established by professional association. 'RO'I'I' SHAW COLLEGE PAGE 1 OF 4 0521\\OPEN QUIZ-3 \\BUSINESS OPEN QUIZ 3 ! MK121 SALES STRATEGIES 2021 i TO TEACH TO GUIDE TO LEA RN 5 l ___________________________________________________________________________________________________________________ 6. Ifyou view your employer's instructions or inuence as improper, then you should: A) follow the path of least resistance. B) consider the need to compromise your values in order to keep your job. C) accept it as part of "business." D) voice opposition to the practice if it is _in_ PQIJiQt. with your value system. E) keep your concerns to yourself. 7. This form of business defamation arises when an unfair and untrue oral statement is made about a competitor. A) Business libel B) Reciprocity C) Business slander D) Bribery E) Conspiracy 8. When a customer reveals condential information about a competitor to a salesperson, the course of action is for the salesperson to: A) accurately relate details to his/her top management. B) tell it to no one. C) ignore the potential uses of the information. D) inform the competing company about the useful information. E) request that the customer not comment further because of conict of interest. 9. Which of the following would be considered a violation of guidelines governing a self- imposed code of ethics? A) Attempting to close a sale prior to Jlly understanding the prospect's needs B) Not selling the product at discounted prices C) Comparing your product with that of a competitor when requested to do so D) Exposing the limitations of your product to customers E) Submitting a sales-related expense account for reimbursement 10. Salespeople who are certied as sales professionals by the Canadian Professional Sales Association must follow the CPSA Sales Institute code of ethics or they: A) may lose their professional sales designation. B) may have to repeat some parts of their training. C) will have to cancel their membership in the CPSA. D) will lose privileges available only to members in good standing. E) may have to pay a ne. 11. Harold Timmons is in a position to close a large sale if he conceals certain information that the customer needs to make an intelligent buyer decision. His sales manager encourages him to withhold the information and says, "You will not be breaking any laws." In this case, the salesperson must be guided by which ethical guideline? A) The code of ethics established by the company should guide all ethical decisions. SPRO'I'F SHAW COLLEGE PAGE 2 OF 4 0521\\OPEN QUIZ-3 \\BUSINESS SPRO'I'T 333.265 OPEN QUIZ 3 : MK121 SALES STRATEGIES 2021 : TO TEACH TO GUIDE TO LEARN : B) Caveat emptor C) The organization's moral tone is established primarily by salespeople who have daily customer contact. D) A salesperson's ethical sense must extend beyond the legal denition of what is right and wrong. E) The customer is king. 12. Which of the following sets only the minimal ethical standards of mm for salespeople? A) Written company policies that spell out standards of "rightness" and "wrongness" B) Federal and provincial laws that curb unethical business practices C) Leaders within the company (top management) who model high ethical standards D) The culture of that corporation E) Sales managers who model high ethical standards 13. The practice of reciprocity: A) is benecial to all parties involved. B) may result in rms buying products of questionable quality. C) results in improved competition among sales and marketing rms. D) is expected in most industries. E) is no longer legal in Canada. 14. Raymond believes that building trust with his customers is important. This is because trust: A) causes buying mm. B) is needed to create ethical situations. C) allows for mistakes to be made. D) is the most important precondition to partnering. E) makes the world go around. 15. All of the following are forces inuencing the ethical m of salespeople in personal selling, except: A) company policies. B) competitor's policies. C) ethical conduct of salespeople. D) the actions of top management. E) role model of the sales manager. 16. Many companies have a written code of ethics for all employees to follow. This code is usually enforced at all levels of the business fairly and without exception. However: A) ethics are hard to dene. B) these codes of ethics are usually unique to each company and sale force. C) there are often different sets of ethical standards that senior management follow. D) these codes work in theory; in practice, salespeople do what they want. E) these standards are only followed by employees in Canada; in the rest of the world, pretty much anything goes. 17. The competition is using exaggerated claims to increase sales of its product. Should you make similar claims to build a stronger case for your product? This is an example of: A) ethics dilemma. B) legal dilemma. C) let the buyer beware. D) marketing concept. E) unfair competition. 18. Legislation which give customers an opportunity to reconsider a buying decision made under a salesperson's persuasive inuence is called: A) Legislation 401. B) Nader provision. C) Marketers act. D) Cooling-off laws. E) Competition act. 19. Legal standards are enforced by: A) industry standards. B) the corporation. C) company standards. D) statute. 20. Roberta learned about the Competition Act in sales class. Some of the issues included are price xing, bid rigging, price discrimination, and: A) not hiring minorities and women. B) provocative advertising. C) multi-level marketing plans. D) predatory pricing. E) selling at the lowest possible price