4/30/2020 Your Results for "<b>Multiple Choice Questions</b>"

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Book Title: Sales Management in Canada Summary of Results

Book Author: MacKenzie
20% Correct of 15 Scored items:
Location on Site: Chapter 12 > Study Guide > Multiple 3 Correct: 20%
Choice Questions 12 Incorrect: 80%
Date/Time April 30, 2020 at 5:45 AM (UTC/GMT) More information about scoring
Submitted:

1. An example of a ideal ethical approach that a sales organization can put in place is:

Your Answer: Establishing ethics training that includes role-plays

2. A key challenge for salespeople to develop character in today's business environment is:

Your Answer: The laws governing marketing and sales activities are lacking
Correct Answer: Many companies only focus on the end result

Many companies only focus on the end result. See page 340.

3. Most salespeople that face an unethical sales leadership team will:

Your Answer: Tell competitors so the sales management team will get exposed
Correct Answer: Stay and reluctantly participate in the unethical behaviour

Stay and reluctantly participate in the unethical behaviour. See pages 341-342.

4. A salesperson sees a colleague constantly exaggerate to customers regarding the benefits

of a product and then copies that behaviour. What is the best approach for the sales
manager to take?

Your Answer: Fire the sales colleague and fine the salesperson
Correct Answer: Meet with both salespeople and coach them on how to behave;
document approach

Meet with both salespeople and coach them on how to behave; document approach. See
pages 342-343.

5. The most important element of making an ethical decision is:

Your Answer: Hire ethical people

Correct Answer: Recognize that the ethical dilemma exists

Recognize that the ethical dilemma exists - if you don't know about it, you can't take
action. See page 343.

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4/30/2020 Your Results for "<b>Multiple Choice Questions</b>"

6. A salesperson gives a customer a gift before a major deal to thank the customer for past
business. What's the potential problem with this approach?

Your Answer: This could be considered a bribe by the buyer

7. A common unethical practice by salespeople is:

Your Answer: Paying for customer gifts with their own money
Correct Answer: "Padding" the expense account

"Padding" the expense account. See page 343.

8. The best way to get salespeople to conform to ethical behaviour is to:

Your Answer: Bring in a motivational speaker

Correct Answer: Recognize and reward ethical behaviour and punish unethical
behaviour.

Recognize and reward ethical behaviour and punish unethical behaviour. See page 344.

9. This is good example of ethical behaviour by a salesperson:

Your Answer: Promising a buyer that your own company will buy from them if you
get the deal
Correct Answer: Being truthful about competitors and focusing on your own solutions

Being truthful about competitors and focusing on your own solutions. See pages 344-346.

10. The best approach a sales manager can take when an account is re-classified a "house
account" to avoid unethical behaviour:

Your Answer: Tell the current salesperson the account will move in one week
Correct Answer: Meet with the current account salesperson to discuss the transition,
determine if switch will cause a short term loss of revenue, and offer
to adjust accordingly

Meet with the current account salesperson to discuss the transition, determine if switch
will cause a short term loss of revenue, and offer to adjust accordingly. See page 347.

11. A common way for a salesperson to exhibit unethical behaviour is to:

Your Answer: Blow the whistle on a co-worker cheating on expenses

Correct Answer: Record a sales order before the deal is completely signed off

Record a sales order before the deal is completely signed off. See page 348.

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4/30/2020 Your Results for "<b>Multiple Choice Questions</b>"

12. The sales team wants to increase their sales margins. They approach some competitors to
set prices higher than they should be. This is called:

Your Answer: Price dumping

Correct Answer: Price fixing

Price Fixing. See pages 352-354.

13. A salesperson is pressuring a retail distributor to purchase another of their company's

product and they make this a condition of getting the product requested. This unethical
practice is called:

Your Answer: Misleading selling

Correct Answer: Tied selling

Tied selling. See page 354.

14. A provincial consumer protection practice that helps curb unethical selling practices by
salespeople is:

Your Answer: The implementation of "Cooling off laws"

15. What is the best approach to dealing with a sales manager who continually directs
salespeople to behave unethically despite coaching and several warnings?

Your Answer: Apologize to the sales team and customers

Correct Answer: Fire the sales manager and explain the decision to the sales team

Fire the sales manager and explain the decision to the sales team. See pages 342-344.

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