1. Classroom Response System Content to accompany Anderson/Dubinsky/Mehta Personal Selling, 2nd ed. CHAPTER 3

2. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 3 | Slide 2 Instructor Notes All content comes from ACE quizzes and the test bank. “Notes page ” view displays exact source of content.

3. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 3 | Slide 3 Question 1 Which of the below statements is true? a)If an action is legal, it’s probably also ethical. b)A salesperson can be dishonest and unprincipled without breaking the law. c)A salesperson’s reputation for ethical behavior and integrity is not a particularly valuable asset. d)Even if a salesperson’s reputation is damaged, it is fairly easy to repair.

4. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 3 | Slide 4 Question 1 Which of the below statements is true? a)If an action is legal, it’s probably also ethical. b)A salesperson can be dishonest and unprincipled without breaking the law. *Correct Answer c)A salesperson’s reputation for ethical behavior and integrity is not a particularly valuable asset. d)Even if a salesperson’s reputation is damaged, it is fairly easy to repair.

5. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 3 | Slide 5 Question 2 Which of the following is not considered an unethical practice in the treatment of competitors? a)Disparaging competitors b)Tampering with competitors’ products c)Competitive snooping d)Manipulating order forms

6. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 3 | Slide 6 Question 2 Which of the following is not considered an unethical practice in the treatment of competitors? a)Disparaging competitors b)Tampering with competitors’ products c)Competitive snooping d)Manipulating order forms *Correct Answer

7. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 3 | Slide 7 Question 3 All of the following are ethical issues for salespeople in dealing with customers except for a)under promising with regard to customer service b)misrepresenting or covering up the facts c)manipulating order forms d)disclosing confidential information

8. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 3 | Slide 8 Question 3 All of the following are ethical issues for salespeople in dealing with customers except for a)under promising with regard to customer service *Correct Answer b)misrepresenting or covering up the facts c)manipulating order forms d)disclosing confidential information

9. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 3 | Slide 9 Question 4 The American Marketing Association’s Code of Ethics includes all of the following guidelines for ethical behavior except for a)prohibiting selling or fundraising under the guise of conducting research b)disclosure of all substantial risks associated with product or service usage c)identification of extra cost-added features of a product or service d)not selling a higher priced product if a lower priced one will perform the function desired by the seller

10. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 3 | Slide 10 Question 4 The American Marketing Association’s Code of Ethics includes all of the following guidelines for ethical behavior except for a)prohibiting selling or fundraising under the guise of conducting research b)disclosure of all substantial risks associated with product or service usage c)identification of extra cost-added features of a product or service d)not selling a higher priced product if a lower priced one will perform the function desired by the seller *Correct Answer

11. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 3 | Slide 11 Question 5 Which of the following is most likely to be legal? a)price fixing -- when competing sellers conspire to set or maintain uniform prices and profit margins b)collusion -- competing sellers who agree to set prices c)reciprocity -- purchasing from suppliers who buy from your company d)tie-in sales – when a seller requires a customer to buy an unwanted product along with the desired product

12. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 3 | Slide 12 Question 5 Which of the following is most likely to be legal? a)price fixing -- when competing sellers conspire to set or maintain uniform prices and profit margins b)collusion -- competing sellers who agree to set prices c)reciprocity -- purchasing from suppliers who buy from your company *Correct Answer d)tie-in sales – when a seller requires a customer to buy an unwanted product along with the desired product

13. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 3 | Slide 13 Question 6 Which of the following statements about ethics is false? a)Ethics constitute a moral code of conduct governing individuals and societies. b)Ethics deal with things as they should be, not necessarily as they are. c)Ethics are an obligation to consider not only our own personal well-being but also that of other human beings. d)Ethics may be defined as the study of the way things actually are in society with respect to issues concerning right and wrong.

14. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 3 | Slide 14 Question 6 Which of the following statements about ethics is false? a)Ethics constitute a moral code of conduct governing individuals and societies. b)Ethics deal with things as they should be, not necessarily as they are. c)Ethics are an obligation to consider not only our own personal well-being but also that of other human beings. d)Ethics may be defined as the study of the way things actually are in society with respect to issues concerning right and wrong.*Correct Answer

15. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 3 | Slide 15 Question 7 Business libel occurs when unfair and untrue oral statements are made about a competitor that damages the reputation of the competitor or the personal reputation or an individual in that business. a)T b)F

16. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 3 | Slide 16 Question 7 Business libel occurs when unfair and untrue oral statements are made about a competitor that damages the reputation of the competitor or the personal reputation or an individual in that business. a)T b)F *Correct Answer

17. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 3 | Slide 17 Question 8 Which of the following behaviors is most likely to be considered sexual harassment? a)An employee continuing sexual joking with coworkers after being asked to stop b)An employee inadvertently touching nonintimate parts of another employee’s body c)Higher-level managers repeatedly asking for dates after being refused d)Male coworkers refusing to listen seriously to female coworkers’ work-related ideas or suggestions

18. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 3 | Slide 18 Question 8 Which of the following behaviors is most likely to be considered sexual harassment? a)An employee continuing sexual joking with coworkers after being asked to stop *Correct Answer b)An employee inadvertently touching nonintimate parts of another employee’s body c)Higher-level managers repeatedly asking for dates after being refused d)Male coworkers refusing to listen seriously to female coworkers’ work-related ideas or suggestions

19. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 3 | Slide 19 Question 9 Under the Robinson-Patman Act, a seller (salesperson) can sell the same quality and quantity of goods at different prices in different markets to different purchasers if the primary benefit sought by the customers is prestige. a)T b)F

20. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 3 | Slide 20 Question 9 Under the Robinson-Patman Act, a seller (salesperson) can sell the same quality and quantity of goods at different prices in different markets to different purchasers if the primary benefit sought by the customers is prestige. a)T b)F *Correct Answer

21. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 3 | Slide 21 Question 10 Reciprocity agreements are nearly always illegal even if they do not hurt competition. a)T b)F

22. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 3 | Slide 22 Question 10 Reciprocity agreements are nearly always illegal even if they do not hurt competition. a)T b)F *Correct Answer