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Sales Ethics Scenarios

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Questions and Answers

What is the main reason some companies do not allow their buyers to receive promotional items?

To reduce costs
To ensure a level playing field for all vendors (correct)
To maintain confidentiality
To prevent a conflict of interest

Why are lavish entertainment and gifts becoming less important in business?

Because they are illegal
Because they are time-consuming
Because they add to the costs of doing business (correct)
Because they are expensive

What is the concern when a salesperson is asked to fulfill a special customer request?

The request may not be reasonable
The customer may not pay on time
The request may violate company policy (correct)
The request may be too expensive to fulfill

What is the potential issue with granting a special request to one customer?

It may be unfair to other customers (D) Signup and view all the answers

What determines whether a special request is legally permissible?

If it is made available to all customers who ask (C) Signup and view all the answers

What is the concern with granting a discount to one customer?

It may be illegal due to pricing discrimination laws (A) Signup and view all the answers

Why might a salesperson hesitate to fulfill a special request?

Because it may be against company policy (C) Signup and view all the answers

What is the goal of companies that prohibit promotional items?

To ensure a level playing field for all vendors (B) Signup and view all the answers

What is the risk of lavish entertainment and gifts in business?

They may add to the costs of doing business (A) Signup and view all the answers

What should a salesperson do if a special request is against company policy?

Inform the customer that the request is against policy (B) Signup and view all the answers