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Multiple Choice Quiz
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1
Which of the following factors influence the ethical behavior of salespeople?
A)company policies
B)social norms
C)personal goals
D)the legal system
E)all of the above
2
Salespeople should attempt to __________ but not ___________ customers.
A)overwhelm; lubricate
B)cultivate; stimulate
C)persuade; manipulate
D)demonize; satisfy
E)manipulate; persuade
3
Salespeople developing a code of ethics should ask themselves:
A)"Would I be embarrassed if a customer found out about my behavior?"
B)"Would my supervisor disapprove of this behavior?"
C)"Am I about to do this because I think I can get away with it?"
D)"Would I be upset if my activities were publicized in the local newspaper?"
E)all of the above questions
4
Mike, a termite inspector, gets 10 percent of the value of any job from the contractor he recommends. Mike is getting a:
A)kickback.
B)commission.
C)payola.
D)reciprocal conveyance.
E)discount.
5
Jed is an inexperienced sales rep for an office supply company. He has asked your advice on giving gifts to office managers to whom he is trying to make a sale. You tell him to do any or all of the following EXCEPT:
A)use gifts to gain access to decision-makers.
B)make sure that when she gives a gift the office manager knows that it comes with no strings attached.
C)make sure gift-giving does not violate her company's code of ethics.
D)never give an office manager the idea she is trying to buy his or her business.
E)check her motives before she gives any gift to an office manager.
6
When a salesperson contacts people in the buying organization other than the purchasing agent, they engage in:
A)bypass selling.
B)internal prospecting.
C)lead prospecting.
D)a unilateral attack.
E)backdoor selling.
7
Which of the following would be a likely ethical problem area in the salesperson-company relationship?
A)switching jobs
B)reporting work-time information
C)expense accounts
D)reporting sales activities
E)all of the above
8
Administrative laws are established by:
A)Common law.
B)local, state, or federal regulatory agencies.
C)CEOs.
D)the World Trade Organization's administrative law department.
E)Congress.
9
The _____ is the most active regulatory agency in developing administrative laws affecting salespeople.
A)U.S. Patent Office
B)Federal Trade Commission
C)Environmental Protection Agency
D)Federal Communications Commission
E)Food and Drug Administration
10
______________ law grows out of court decisions.
A)Common
B)Administrative
C)Functional
D)Executive
E)Statutory
11
According to the UCC, a sales presentation is usually considered:
A)a sale
B)prospecting
C)an offer
D)a contract
E)an invitation to negotiate.
12
As a salesperson, if you are acting as your company's authorized agent:
A)your wholesaler must deliver on time
B)you are not liable for any misstatements of fact
C)your statements and actions can legally bind your company
D)you cannot make any commitments to the buyer
E)All of the above
13
In a _____, a buyer is required to purchase one product in order to get be able to purchase another product.
A)tying agreement
B)countertrade agreement
C)buyer entitlement
D)product disbursement agreement
E)reciprocal agreement
14
The Foreign Corrupt Practices Act:
A)makes it illegal to trade with a country that engaged in illegal activities.
B)supports a feeling of cultural relativism.
C)makes bribery legal in those countries that have laws that define legal bribery activities.
D)makes it illegal for a U.S. company to use price discrimination in international marketing.
E)makes it illegal for U.S. companies to pay bribes to foreign officials.





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