Question 1

Which of the following represent ethical behavior?

Accepted Answer

Disclosing all the advantages and disadvantages of a product being considered for sale represents transparency and honesty, which are key components of ethical behavior.

Question 2

_______________ consists of the shared values, norms, and artifacts that provide the blueprint for behavior (within firms).

Accepted Answer

Organizational culture consists of the shared values, norms, and artifacts that provide the blueprint for behavior within firms.

Question 3

Ethics are

Accepted Answer

Ethics is the study of what is right and wrong or good and bad and honest and dishonest.

Question 4

Which of the behaviors below is least likely to be unethical?

Accepted Answer

Taking a prospect or customer to dinner, to play golf, or to attend a sports event is a common business practice and is generally considered ethical as long as it does not involve bribery or undue influence.

Question 5

All of the following are common unethical practices committed by salespeople except

Accepted Answer

Getting another salesperson to help them make a sale in their territory is generally not considered unethical; it can be a collaborative effort to better serve the customer.

Question 6

Which of the following are ethical sales practices?

Accepted Answer

Making positive statements about the competition is an ethical practice as it promotes fairness and respect in the marketplace.

Question 7

Which of the following is not considered an unethical sales practice?

Accepted Answer

Discussing how your product can help make the buyer's firm more productive is a legitimate and ethical sales practice focused on highlighting the benefits of your product.

Question 8

__________ refer to the "specific component of business ethics that deals with ethically managing the sales function."

Accepted Answer

Sales management ethics specifically deals with the ethical aspects of managing the sales function within a business.

Question 9

Which of the following statements about ethics is false?

Accepted Answer

Ethics does embody the moral content of behavior of organizations towards society, making statement D false.

Question 10

With regard to business ethics, which of the following statement is false?

Accepted Answer

Individual, organizational, and professional ethics should ideally align rather than conflict, to ensure ethical behavior across all levels without unnecessary friction.

Question 11

Customer vulnerability is manifested in the following ways except:

Accepted Answer

Complacency is not typically considered a manifestation of customer vulnerability in the context of fair exchanges or transactions.

Question 12

_________ refer to written expression of a firm's values, listing specific behaviors that are consistent or inconsistent with those values.

Accepted Answer

A code of ethics is a written document that outlines a firm's values and the specific behaviors that align or do not align with those values.

Question 13

Several types of ethical codes exist in American enterprise. Which of the following is not one of these ethical codes?

Accepted Answer

Consultative codes are not recognized as a standard type of ethical code in American enterprise. The other options are established types of ethical codes.

Question 14

The discipline dealing with moral duty and obligation; a set of moral principles or values; the principles of conduct governing an individual or group deal with:

Accepted Answer

Ethics is the discipline that deals with moral duty and obligation, as well as the principles of conduct governing an individual or group.

Question 15

The following behaviors are generally prohibited in sales-related codes of ethics:

Accepted Answer

Sales-related codes of ethics typically prohibit all unethical behaviors, including bribes, illegal political payments, and any violation of laws.

Question 16

According to sales-related codes of ethics, the following practices are generally not acceptable:

Accepted Answer

All the practices listed (violation of antitrust laws, fraud and deception, and illegal payments abroad) are generally considered unethical and unacceptable according to sales-related codes of ethics.

Question 17

___________ represents a rule that should always be applied with no exceptions or excuses.

Accepted Answer

A moral absolute is a principle that is universally binding and must be followed without exceptions.

Question 18

In dealing with their own companies, which of the following is not an ethical issue for most salespeople?

Accepted Answer

The answer of In dealing with their own companies, which...

Question 19

Salespeople must be aware that the saying "all is fair in love and war" does not necessarily apply to ethical selling and dealing with competition. Which of the following is considered to be an unethical practice?

Accepted Answer

All of the listed practices are considered unethical because they involve spying on or interfering with competitors, which can damage their businesses and reputations.

Question 20

__________, as a moral philosophy, is a process by which individuals reach moral decisions based more on the actions they perceive to be acceptable given a particular situation

Accepted Answer

Relativism is a moral philosophy where moral decisions are based on the context and situation, rather than fixed rules or principles.

Quiz 2: Managing Ethics in a Sales Environment