Deck 5: Ethics: The Foundation for Relationships in Selling

Question 1

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 law." In this case, the salesperson must be guided by the following ethical guideline:

A) the code of ethics established by the company should guide all ethical decisions
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 definition of what is right and wrong
E) the customer is king

Answer 1

a salesperson's ethical sense must extend beyond the legal definition of what is right and wrong

Question 2

Matching

-Monitor(s) the salesperson's ethical conduct on a continuing basis and provides important feedback

A) sales manager as role model
B) company policies and practices
C) salesperson's personal values
D) federal legislation
E) The Competition Act
F) top management as role model

Answer 2

sales manager as role model

Question 3

Matching

-Clearly spells out conduct related to gift giving

A) sales manager as role model
B) company policies and practices
C) salesperson's personal values
D) federal legislation
E) The Competition Act
F) top management as role model

Answer 3

company policies and practices

Question 4

Matching

-Represents the ultimate reasons salespeople have for acting as they do

A) sales manager as role model
B) company policies and practices
C) salesperson's personal values
D) federal legislation
E) The Competition Act
F) top management as role model

Question 5

Matching

-Becomes a deterrent to unethical behaviour where entertainment is a key to obtaining new accounts

A) sales manager as role model
B) company policies and practices
C) salesperson's personal values
D) federal legislation
E) The Competition Act
F) top management as role model

Question 6

Matching

-Provides guidelines for a wide range of acceptable and unacceptable behaviour through the Competition Act and its predecessors

A) sales manager as role model
B) company policies and practices
C) salesperson's personal values
D) federal legislation
E) The Competition Act
F) top management as role model

Question 7

Matching

-Clearly spells out expected behaviour relating to price fixing and bid rigging

A) sales manager as role model
B) company policies and practices
C) salesperson's personal values
D) federal legislation
E) The Competition Act
F) top management as role model

Question 8

Matching

-The highest corporate source of ethical standards

A) sales manager as role model
B) company policies and practices
C) salesperson's personal values
D) federal legislation
E) The Competition Act
F) top management as role model

Question 9

Matching

-Forces management to ""take a stand"" and give direction to all employees

A) sales manager as role model
B) company policies and practices
C) salesperson's personal values
D) federal legislation
E) The Competition Act
F) top management as role model

Question 10

Matching

-Responsible, in most cases, for interpreting

A) sales manager as role model
B) company policies and practices
C) salesperson's personal values
D) federal legislation
E) The Competition Act
F) top management as role model