Selling Today, 13e (Manning/Ahearne/Reece) Chapter 3 Ethics: The Foundation for

Question

Selling Today, 13e (Manning/Ahearne/Reece) Chapter 3 Ethics: The Foundation for Partnering Relationships That Create Value 3.1 True/False Questions 1) Many business organizations, professional associations and certification agencies have established written codes of ethics. Answer: 2) Individuals with high levels of emotional intelligence rarely display the qualities needed to be successful in sales because they appear untrustworthy. Answer: 3) According to the text, one of the "half-truths" that has influenced the erosion of character in business is that: "Corporations exist to maximize shareholder value." Answer: 4) It is almost impossible for management to develop guidelines for sales personnel regarding the giving of gifts to customers. Answer: 5) Ethical standards tend to filter down from the top of a business organization. Answer: 6) The major outcome of a business agreement based on reciprocity is a mutual exchange of benefits. Answer: 7) The salesperson should use a standard entertainment activity for all customers to avoid the appearance of favoritism. Answer: 8) Product disparagement constitutes a type of business defamation. Answer: 9) Most people employed in the fast-paced business world, which is constantly changing, will adopt or discard values quickly. Answer: 10) A majority of the states have passed legislation establishing a cooling-off period during which the consumer may void a contract to purchase goods and services. Answer: 11) The Uniform Commercial Code is a legal guide that strives to reduce the number of telemarketing calls. Answer: 12) The role of the salesperson is to diagnose buyer need and determine how to extract value from the situation. Answer: 13) If you are not breaking the law, then you are acting in an ethical manner. Answer 14) The primary focus of trust in transactional sales is trust in the person who sells the product. Answer: 15) Culture is the sum total of beliefs, values, knowledge, ethnic customs, and objects that people use to adapt to their environment. Answer:

Explanation / Answer

1. It is false that many business organizations, professional associations and certification agencies have established written codes of ethics.

2. It is true that Individuals with high levels of emotional intelligence rarely display the qualities needed to be successful in sales because they appear untrustworthy.

3. It is true that according to the text, one of the "half-truths" that has influenced the erosion of character in business is that: "Corporations exist to maximize shareholder value."

4. It is false that it is almost impossible for management to develop guidelines for sales personnel regarding the giving of gifts to customers.

5. It is true that Ethical standards tend to filter down from the top of a business organization.

6. It is true that the major outcome of a business agreement based on reciprocity is a mutual exchange of benefits.

7. It is false that the salesperson should use a standard entertainment activity for all customers to avoid the appearance of favoritism.

8. It is true that Product disparagement constitutes a type of business defamation.

9. It is false that most people employed in the fast-paced business world, which is constantly changing, will adopt or discard values quickly.

10. It is true that a majority of the states have passed legislation establishing a cooling-off period during which the consumer may void a contract to purchase goods and services.

11) It is false that the Uniform Commercial Code is a legal guide that strives to reduce the number of telemarketing calls.

12) It is true that the role of the salesperson is to diagnose buyer need and determine how to extract value from the situation.

13) It is false that if you are not breaking the law, then you are acting in an ethical manner.

14) It is false that the primary focus of trust in transactional sales is trust in the person who sells the product.

15) It is true that culture is the sum total of beliefs, values, knowledge, ethnic customs, and objects that people use to adapt to their environment. Answer:

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