Question 1

Imagine you have a computer job with Hughes Hospital Supply, and you get a job offer from IBM. What would be the ethical way to move from your job at Hughes to your new position with IBM?

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Question 2

Distinguish between cultural relativism and ethical imperialism.

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Question 3

As a salesperson, your statements and actions can legally bind your company and have significant financial impact. This suggests salespeople act in what capacity for their company?

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Question 4

Define sexual harassment.

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Question 5

If the terms of contract specify free on board (FOB) destination, which is responsible if any damage occurs while the item purchased is being transported?

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Question 6

Jackson sells refrigeration units to hospitals, laboratories, and clinics. He really wants to make a sale to a group of hospitals all working under the Emory name. He believes that if he gives the purchasing agent for the hospitals an especially great gift, he will be more than likely to get the order. What advice would you give him?

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Question 7

What is the difference between a bribe and a kickback?

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Question 8

What is the difference between a sales presentation and a sales quote?

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Question 9

You have just filled up your car with gasoline. Give an example of an expressed and an implied warranty that might have accompanied your purchase.

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Question 10

There are seven factors that directly impact an individual's personal code of ethics. List six of them and give an example of how each would directly impact a salesperson's ethical system.

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Question 11

_____ is the view that ethical standards in one's home country should be applied to one's behavior across the world.

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Ethical imperialism is the view that ethical standards and practices of one's home country should be applied universally without regard for local cultural differences or practices in other countries. Thus, ethical imperialism implies the idea that one set of moral standards should be imposed on everyone, regardless of cultural or geographical location.

Question 12

When Venezuelan growers of fresh flowers sold their product in U.S. markets for less money than it cost to raise the flowers they were trying to put the U.S. growers out of business. Since this practice, called dumping, was perfectly ethical from the viewpoint of the Venezuelans, one can assume that its citizens would accept a policy of:

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Question 13

How does the Uniform Commercial Code (UCC) define a sales presentation?

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Question 14

When are spiffs legal?

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Question 15

What is the term used for describing a situation in which a medical supplies salesperson contacts the hospital's chief surgeon, who is an integral part in making the purchase decision rather than go through the hospital's purchasing office?

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Question 16

Anita Landry is quitting her job, and she wants to tell her sales supervisor what a bumbling fool he is and explains to him in great detail why he couldn't supervise a dirty diaper. How might such a confrontation adversely affect Landry's future?

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Question 17

In the opening profile salesperson Patricia Geitl states HP personnel take annual training courses in "Standards of Business Conduct." What sales ethics topics are likely covered in this course?

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Question 18

_____ is the view that no culture's ethics are superior to any other culture's ethics.

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Cultural relativism is the view that no culture's ethics are superior to any other culture's ethics. It suggests that all ethical beliefs and customs are shaped by culture and therefore should be understood and evaluated in their own cultural context. This approach emphasizes respect for cultural differences and opposes imposing one's own ethical standards on others, which would be considered as ethical imperialism. Ethical ombudsmen and ethical solidarity refer to different concepts in business ethics, and cultural solidarity is not a standard term in ethical discourse.

Question 19

There is a lewd joke posted in the restroom where Lee works. He finds the joke offensive and wants to know if there is any way to make his boss remove it and forbid other such jokes from being posted. What advice do you give him?

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Question 20

The Foreign Corrupt Practices Act:

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The Foreign Corrupt Practices Act (FCPA) prohibits U.S. companies from bribing foreign officials to gain a business advantage, reflecting an ethical imperialistic view by imposing U.S. standards on international business practices.

Quiz 2: Ethical and Legal Issues in Selling