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60.
Kevin purchased a lawn mower. The blades were so dull that the mower could not cut the
grass in his backyard. Because of existence of _____ warranties, Kevin can return the
mower and expect to receive a replacement that will cut grass.
61.
If the salesperson for a paint manufacturer promised a purchasing agent that a certain
brand of paint was mildew-resistant (when it was not), the salesperson:
62.
Robin is selling a Local Area Network (LAN) system to a company that oversees the
renovation of dingy, old downtown districts into attractive shopping areas. Which of the
following statements by the seller might be construed as an expressed warranty?
63.
A salesperson tells a customer that his firm's product would completely remove all rashes
and burn marks on the human skin within 7 hours of its application. This is an example of:
64.
In Canada, where puffery is more closely monitored than in the United States, a
salesperson told a customer a particular oven would cook meat better than any other oven
in the market. The salesperson might be guilty of violating the:
65.
_____ occurs when salespeople make unfair or untrue statements to customers about a
competitor, its products, or its salespeople.
66.
Which of the following is an example of reciprocity?
67.
Which of the following is an example of a tying agreement?
68.
Two alloy manufacturers agree to charge the same price for a product to a potential
customer who is considering buying alloy from one of these manufacturers. This is an
example of:
69.
A group of uniform rental companies agreed that they would not charge less than $5 per
week per uniform even before the newly opened chicken plant contacted them for bids.
This is an example of:
70.
_____ refers to competitors working together while the customer is making a purchase
decision.
71.
When a perfume manufacturer establishes a minimum price below which a retailer may
not sell its perfume, the manufacturer is engaged in:
72.
The manufacturer of Kingston freestanding greenhouses gives $100 as an incentive to a
reseller's salespeople for each greenhouse they sell. This special incentive is known as:
73.
Court decisions related to the Robinson-Patman Act define _____ as a seller giving
unjustified special prices, discounts, or services to some customers and not to others.
74.
The _____ Act requires written notification to customers regarding privacy policies.
75.
To speed up the opening of a new factory in a Middle Eastern country, Micah gifted a pen
and pencil set that he had purchased for $10 to an assistant in a local government. Micah
hoped this gift would remove some of the red tape that was slowing down the building
process. This type of gift is referred to as:
76.
_____ involves paying large sums of money to higher-ranking officials to get them to do
something illegal or to ignore an illegal act.
77.
A steel manufacturing company helps the local government in a city build a railroad bridge.
The company offers the city manager and the mayor a bribe of $50,000 to relax restrictions
placed on the company's operations in the city. This is an example of:
78.
Which of the following statements is true about the Robinson-Patman Act of 1934?
79.
_____ involves small sums of money or gifts, typically made to low-ranking managers or
government officials, in countries where these payments are not illegal.
80.
_____ is the view that ethical standards in one's home country should be applied to one's
behavior across the world.
Short Answer Questions
81.
What is backdoor selling and what are the consequences of backdoor selling?
82.
What impact do sales managers have on a salesperson's ethics?
83.
What is the difference between free on board (FOB) destination and free on board
factory?
84.
What is business defamation?
85.
What is a tying agreement?
86.
What is reciprocity?
87.
Why did the Robinson-Patman Act become law?
88.
What are spiffs?
89.
What is subordination?
90.
What is cultural relativism?
Essay Questions
91.
What is the difference between bribery and kickbacks?
92.
What is deception?
93.
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 brand. He believes that if
he gives the purchasing agent for the hospitals a very unique and costly gift, he will be
more than likely to get the order. What advice would you give him?
94.
Imagine John has a computer job with Hughes Hospital Supply, and he gets a job offer
from IBD Inc. What would be the ethical way for John to move from his job at Hughes to
his new position with IBD?
95.
What is sexual harassment?
96.
What is sales puffery and how can it be differentiated from warranties or statements of
fact?
97.
Discuss a sale as defined by the UCC in relation to salespeople.
98.
What is an implied warranty and an expressed warranty? 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.
99.
What is the difference between a conspiracy and collusion?
100.
Distinguish between cultural relativism and ethical imperialism.
