Chapter 2

Question 1

what are the 3 stages to moral development?

Answer 1

1. preconventional
2. conventional
3. principled

Question 2

what is the preconventional moral development level?

Answer 2

acting on best interest, follows rules to avoid punishment and receive awards. asks what can i get away with

Question 3

what is the conventional moral development level?

Answer 3

conforms to expectations of others, “what am i legally required to do”

Question 4

what is the principled moral development level?

Answer 4

lives by an internal set of morals, values, and ethics. follows what they think is right over what the boss says

Question 5

what is the most popular moral development level?

Answer 5

conventional

Question 6

on what basis are people more likely to make moral decisions ?

Answer 6

on whatever feels right in a situation

Question 7

what are morals?

Answer 7

adherence to right or wrong behavior and thinking

Question 8

what are the 3 guidelines to fixed point of reference?

Answer 8

1. never changes
2. the fixed action
3. separate

Question 9

what is fixed point of references?

Answer 9

the correct action to take in any situation and never changes to fit an occasion

Question 10

what does it mean by the fixed point of reference being separate?

Answer 10

separate from the decision-maker or else you can change the rules based on self interest

Question 11

what does professionalism not have?

Answer 11

reciprocity

Question 12

what are the core principles of professionalism?

Answer 12

doing good for others without expecting something in return

Question 13

what are the core principles of selling?

Answer 13

unselfishly serve, professionally represent seller, do not focus on what you will receive in return

Question 14

what is cooperative acceptance?

Answer 14

the right of employees to be treated fairly

Question 15

what is moonlighting?

Answer 15

taking a second job on company time

Question 16

what is technology theft?

Answer 16

taking customer records

Question 17

what is misrepresentation/breach of warranty?

Answer 17

false promises, wrong information given

Question 18

what is price discrimination?

Answer 18

selling the same quantity of the same product to different buyers at different prices, Robinson Patman Act says no to this

Question 19

what is tie in sale?

Answer 19

when the buyer is required to buy another unwanted product to buy something. the Clayton Act prevents this

Question 20

what is exclusive dealership?

Answer 20

when a manufacturer requires a company to buy their products. clayton act prevents this

Question 21

what is reciprocity in the sense of sellers working with customers?

Answer 21

when a company buys a product only if the other company buys one of theirs

Question 22

what are cooling off laws?

Answer 22

period in which buyer may cancel contract, return merch, and obtain a full refund

Question 23

what is the green river ordinance?

Answer 23

protects consumers and aids local firms by making it harder for outside competition to enter the market

Question 24

7 ways to manage sales ethics?

Answer 24

1. top management taking lead
2. carefully selecting leaders
3. establish a code of ethics
4. create ethical structures
5. encourage whistle blowing
6. create an ethical sales climate
7. establish a control system

Question 25

what is an ethics ombudperson?

Answer 25

an official whos given responsibility of corporate conscience who heads and investigates ethical complaints and informs the top management of issues

Question 26

what is character?

Answer 26

what you do when no one is looking

Question 27

true professionals are ____

Answer 27

ethical

Question 28

what are the 4 main responsibilities of an organization?

Answer 28

1. economic
2. legal
3. ethical
4. discretionary (contribute to community and quality of life)