1.The characteristics identified to form the values or moral code toward others include all of the following except

compromise

character

trust

integrity

2. Which of the following guideline/s should one look for in a standard for making ethical decisions

one that never changes

one that offers a fixed point of reference

one that allows negotiation

A&B (1&2)

3.An official given the responsibility of corporate conscience who hears and investigates ethics complaints and informs top management of potential ethics issues is called a/n

ethics negotiator

ethics ombudsperson

ethics mediator

ethics whisperer

4.When a customer relies on a salesperson's statements, purchases the product or service and then finds that it fails to perform as promised the supplier can be sued for

misrepresentation

failure to inform

breach of warranty

A&C (1&3)

5.Wholesalers or retailers who purhase products and then sell them to organizations and/or individuals are called

consumer advocates

personal sellers

resellers

down stream marketers

6.The selling of the same quantity of the same product to different buyers at different prices which may be illegal if it injures or reduces competition is known as

sales restrictions

price discrimination

exclusive dealership

tie-in sales

7. a code of ethics which uses statements designed to affect corporate culture, define fundamental values and contain general language about company responsibilities, quality of products, and treatment of employees are

ethical control systems

principle-based statements

policy-based statements

ethical structure statement

8. All of the following are characteristics needed to be a Golden Rule Salesperson except

joy in work

kind to people

love

one-sided benefit

9. A Gallup survey poll of Americans indicates people view traditional salespeople as having _______ as a priority

the customer

their self-interest

the sale with the highest commission

service

10.The process of helping the customer achieve strategic short-term and long-term goals through the use of the seller's good and/or service is known as

partnering

consultative selling

the sales matrix

multiple touch approach

11.________ products are produced for, and purchased by, households or end users for their personal use while _______ products are sold primarily for use in producing other products.

		industrial/consumer
		consumer/industrial
		substitute/consumer
		substitute/industrial

12.The text suggests human nature is responsible for a sales person's interest in a customer to decine after the sale. The difference between the salesperson's pre- and postsale concern for the customer is referred to as the

salesperson's delimna

pre-post syndrome

value drag

relationship gap

13.The text identifies sales as requiring all of the following skills except

technical skills

conceptual skills

scientific skills

human skills

14.The general levels of selling relationships organizations have with its customers include all except

e-retailing sales

relationship selling

transaction sellin

partnering

15.the text suggests human nature is responsible for a sales person's interest in a customer to decine after the sale. The difference between the salesperson's pre- and postsale concern for the customer is referred to as the

		pre-post syndrome
		salesperson's delimna
		relationship gap
		value drag