Intro to sales

Which of the following is a guideline that helps salespeople determine the right thing to do when selling? Multiple choice question. a) They should ascertain whether all sales situations are covered by laws and their firms' codes of ethics. b) They should rely on the practice of backdoor selling when dealing with new customers. c) They should depend on their own codes of ethics and/or their firms' and industries' codes of ethics. d) They should understand that manipulating buyers is an ethical practice, unlike persuading the buyers.

c

With the arrival of the Industrial Revolution, what did the companies do after sending salespeople across the country to sell? Multiple choice question. a) Inefficient salespeople were asked to write down their sales pitches. b) They encouraged salespeople to modify their sales pitches every year. c) Canned sales pitches were distributed by them to all salespeople. d) They brought the most ineffective salespeople back into the company office

c

According to the principles of ethical selling, an attribute of persuasion is that it _____. Multiple choice question. a) reduces or eliminates the buyer's choice unfairly b) weakens a customer-focused perspective of selling c) is the same as manipulation d) is not unethical in selling situations

d

Joseph is a salesperson at an electronics outlet. His manager asks him to sell a product without mentioning to the customer that it is a used product. In the context of ethical standards, Joseph should _____. Multiple choice question. a) listen to the manager without taking a stand or decision b) compromise his principles in order to obey the managerc) c) listen to the manager as it adds to the company's profits d) inform the manager that he is not ready to compromise his principles

d

Withholding information or lying to a customer is known as _____, which is clearly manipulative and is unethical. Multiple choice question. a) adaptive selling b) backdoor selling c) bribing d) deceiving

d

the principles governing the behavior of a person or a group are known as

ethics

True or false: In a long-term relationship between a buyer and a seller, legal principles cover all behaviors between them. True false question. True False

false

True or false: In the context of personal codes of ethics, short-term compromises made by salespeople when selling make long-term customer relationships difficult to build. True false question. True/False

true

An effect of a customer-focused perspective of selling is that it _____. Multiple choice question. a) leads to a more selfish seller b) increases the importance of ethics c) reduces awareness of the buyer's needs d) makes salespeople less than ethical

b

Based on the evolution of selling, identify a consequence of the Industrial Revolution in the 1800s. Multiple choice question. a) Supply began to outstrip demand. b) Firms began to manufacture more goods more cheaply. c) Role of salespeople in selling began to diminish. d) Companies stopped focusing on buyers' needs.

b

Jennifer is a salesperson at a cellphone company. When selling a cellphone to a new customer, Jennifer conceals the fact that the particular cellphone has a defect. In terms of ethical selling, concealing the information about the product is ethically _____. Multiple choice question. a) fair as it helps make a sale and increases turnover for the company b) unfair as it reduces the customer's profits when the cellphone performs poorly c) fair as it increases the company's profits d) unfair as it reduces Jennifer's chances of getting a promotion

b

Lee, a salesperson, has the objective of building long-term customer relationships. Which of the following is most likely a customer's objective that conflicts with Lee's objective? Multiple choice question. a) To increase compensation b) To have competition among suppliers for business c) To receive recognition d) To reduce sales costs and increase sales

b

Why should salespeople have a clear sense of right and wrong? Multiple choice question. a) To conceal information about a product's performance b) To have good, long-term relationships with their customers and companies c) To find the ill effects of a customer-focused perspective of selling d) To develop a seller-centric approach to selling

b

A purchasing agent's firm can face adverse consequences from bribes and kickbacks because the _____. Multiple choice question. a) agent's work experience is not considered in buying decisions b) performance of a product is demonstrated to buyers c) performance of a product is not considered in buying decisions d) agent has no training or expertise in the field of selling

c

A feature of ethics is that they _____. Multiple choice question. a) indicate what is right and wrong by establishing appropriate behavior b) are similar in every country and every industry c) require people to show immoral behavior in society d) are scientific facts about the behavioral characteristics of humans

a

According to research, a positive ethical environment in a firm helps _____. Multiple choice question. a) increase salespeople's commitment to the firm b) reduce a salesperson's chances of getting a promotion c) conceal information about the poor performance of products d) salespeople engage in backdoor selling without informing a purchasing agent

a

Based on the evolution of selling, the orientation of selling toward marketing has _____. Multiple choice question. a) formed a customer-focused perspective b) reduced awareness of the buyer's needs c) led to a more selfish seller d) reduced the importance of ethics

a

Sales managers play a crucial role in shaping a salesperson's values and attitudes about what is right and wrong because they _____. Multiple choice question. a) create an ethical climate in the firm through the salespeople they hire b) frame ethical standards by encouraging salespeople to conceal information about products c) ensure that ethical conflicts are covered by company policies and procedures d) encourage salespeople to adopt an expressive social style rather than an amiable social style

a

Which of the following is the core principle at work in considering ethics in professional selling? Multiple choice question. a) Fairness b) Confidence c) Competition d) Autonomy

a

Identify the instances where the legal principles controlling buying and selling are ideally straightforward. (Check all that apply.) Multiple select question. a) When the purchase occurs only once b) When the transaction is uncomplicated c) When selling demands long-term relationships d) When selling occurs multiple times

a&b