Question 1

Sometimes, in a buyer-seller relationship, unethical behavior is not initiated by the salesperson but by the buyer. Which of the following is an example of buyers engaging in unethical behavior?

Accepted Answer

B) Asking the salesperson to move him or her up on the order list in exchange for more business in the future is unethical because it involves offering a future benefit in exchange for preferential treatment, which can undermine fairness and integrity in business transactions.

Question 2

In the context of activities that are considered illegal in the sales profession, some violations of company property constitute violations of the _____ and are offenses that could lead to jail or heavy fines.

Accepted Answer

The answer of In the context of activities that are...

Question 3

In the context of sales ethics, which of the following is true of an expense account?

Accepted Answer

Expense accounts are an important area in sales training because they involve the management of funds allocated for business purposes. Proper training ensures that sales professionals understand how to use these accounts ethically and responsibly.

Question 4

Jim, an inexperienced salesperson, informs one of his potential customers that the laptop he is selling has a much faster processing speed than the competitor's laptop despite being aware that this is not true. The customer, however, remains unconvinced and does not make the purchase. Jim's behavior is considered unethical because he:

Accepted Answer

Jim's behavior is unethical because he exaggerates the benefits of his product, which is misleading and dishonest.

Question 5

_____ are created by any affirmation of fact or promise, any description, or any sample or model that a salesperson uses, which is made part of the basis of the bargain.

Accepted Answer

Express warranties are created when a seller makes a specific representation about the quality, functionality, or characteristics of a product, and that representation forms part of the basis of the agreement between the buyer and seller.

Question 6

Which of the following is an example of non-customer-oriented behavior?

Accepted Answer

Fast talking is an example of non-customer-oriented behavior because it can make the customer feel pressured and rushed.

Question 7

In the context of buyer-seller relationships, _____ is taken to mean that the buyer relied on the seller's statements in making the purchase decision.

Accepted Answer

"Basis of the bargain" means that the buyer relied on the seller's statements or representations when deciding to make the purchase. This concept is important in determining whether a seller's statements or claims about a product or service have legally become part of the contract between the buyer and seller.

Question 8

When faced with quota pressure, a salesperson with customer orientation would most likely:

Accepted Answer

The answer of When faced with quota pressure, a salesperson...

Question 9

Salespeople can create product liabilities for a company in three ways. These ways include:

Accepted Answer

Salespeople can create product liabilities for a company through express warranty (promising certain features or benefits of a product), misrepresentation (providing false or misleading information about a product), and negligence (failing to provide necessary information or warnings about a product). These actions can lead to legal issues and damage the company's reputation.

Question 10

Which of the following would be considered an illegal activity in the sales profession?

Accepted Answer

The answer of Which of the following would be considered...

Question 11

Which of the following statements is true about the claims made by a seller about his or her products?

Accepted Answer

Salespeople are indeed required by law to exercise reasonable care when making claims about their products to ensure that they are not misleading or false. This is to protect consumers from being deceived.

Question 12

Which of the following is one of the ways in which television programs, movies, and the press during the 1960s and 1970s affected the sales profession?

Accepted Answer

The answer of Which of the following is one of...

Question 13

In the context of buyer-seller interactions, which of the following is an excuse commonly used by some salespeople to engage in deceptive behavior?

Accepted Answer

The pressure of meeting the sales quota is a common excuse used by some salespeople to justify engaging in deceptive behavior. This pressure can lead them to prioritize sales over ethical considerations.

Question 14

_____ refers to false claim(s) made by a salesperson about the product or service he or she is trying to sell.

Accepted Answer

The answer of _____ refers to false claim(s) made by...

Question 15

Salespeople are often stereotyped as pushy, shifty, and untrustworthy because:

Accepted Answer

The popular press has often portrayed salespeople in a negative light, which has contributed to the stereotype that they are pushy, shifty, and untrustworthy.

Question 16

_____ is an example of an illegal activity in the sales profession.

Accepted Answer

Bribery is considered an illegal activity in the sales profession as it involves offering something of value to influence the actions of someone in a position of power or responsibility, which is against the law in many jurisdictions.

Question 17

Which of the following is true of Sales and Marketing Executives International (SMEI)?

Accepted Answer

SMEI is focused on enhancing and promoting the image and ethical practices of sales and marketing professionals, rather than just fighting for employment rights or offering short-term certification processes.

Question 18

If a salesperson does not exercise "reasonable care" in formulating product claims to a customer, he or she is guilty of _____.

Accepted Answer

Negligence refers to the failure to exercise the care that a reasonably prudent person would exercise in like circumstances, leading to harm or potential harm. In this context, not exercising reasonable care in formulating product claims is considered negligence.

Question 19

The term _____ refers to false claim(s) made by a salesperson.

Accepted Answer

Misinterpretation refers to false claims made by a salesperson, often involving the incorrect explanation or representation of a product or service.

Question 20

Kenneth goes to an electronics store to buy a television for himself. At the store, the salesperson shows him a flat-screen television and claims that it is currently the best high-definition television in the market. He also claims that the product is designed to reduce strain on the eyes. Kenneth purchases the television based on the salesperson's claims. Which of the following concepts does this scenario best represent?

Accepted Answer

The scenario best represents "The basis of the bargain" because Kenneth decided to purchase the television based on the claims made by the salesperson, indicating that these claims were a significant factor in his decision-making process.

Quiz 2: Building the Trust and Sales Ethics