Chapter 5: Ethics And Responsibilities In Sales Management

What does ethical behavior in sales management primarily involve?

• Ignoring customer feedback

• Maximizing profits

• Aggressive selling tactics

• Honesty and fairness

Which of the following is an example of an ethical dilemma in sales management?

• Being honest about product features

• Respecting customer privacy

• Reporting accurate sales data

• Misleading a customer to close a deal

What is one responsibility of employers regarding sales pressure?

• Setting unrealistic sales goals

• Encouraging extreme pressure to meet targets

• Avoiding extreme pressure to meet sales targets

• Promoting competition among employees

Which of the following is NOT considered ethical behavior in sales?

• Manipulating sales numbers

• Fulfilling promises to clients

• Respecting customer privacy

• Reporting accurate sales data

What should salespeople do if they are engaging in moonlighting?

• Keep it a secret

• Notify their employer

• Increase their sales efforts

• Stop working immediately

What is the impact of ethical leadership in an organization?

• Reduces employee morale

• Increases competition among employees

• Builds a culture of integrity

• Encourages unethical behavior

Which of the following actions is an example of misusing company assets?

• Using a company car for personal trips

• Using a company car for business

• Reporting asset usage honestly

• Logging usage of company assets

What is the purpose of establishing a code of ethics in an organization?

• To limit employee rights

• To outline expected behaviors and values

• To promote competition

• To increase sales pressure

What should salespeople avoid when dealing with customers?

• Building long-term relationships

• Providing accurate product information

• Offering bribes to influence decisions

• Respecting customer choices

What is a key aspect of creating an ethical sales climate?

• Focusing solely on sales results

• Ignoring customer feedback

• Prioritizing honesty and respect

• Encouraging manipulation