Reference no: EM13598646

Answer the following 10 Questions below, please use my course textbook ONLY. <br/> <br/>Course Textbook <br/> <br/>Spiro, R. L., Rich, G.A., & Stanton, W. J. (2008). Management of a sales force (12th ed.). New York, NY: McGraw-Hill/Irwin. <br/> <br/>Question 1 <br/>Establishing an ethical climate: <br/> <br/> a)is not something on which managers can have much impact. <br/> <br/> b)is done by just making it clear what the company considers ethical or unethical. <br/> <br/> c)is done by enacting policies that discourage, monitor and correct unethical behavior. <br/> <br/> d)does not discourage an individual from being unethical. <br/> <br/>Question 2 <br/>Differences in the ethical codes of people arise from _______________________. <br/> <br/> a)their legal systems <br/> <br/> b)their age <br/> <br/> c)the culture in which they were raised <br/> <br/> d)the level of education <br/> <br/>Question 3 <br/>The evaluation activity takes on a fuller, richer meaning if we think of this activity in terms of the evaluation and ______ of individual salespeople. <br/> <br/> a)reorganizing <br/> <br/> b)criticizing <br/> <br/> c)development <br/> <br/> d)selection <br/> <br/>Question 4 <br/>A sales representative worked 25 days last month, made 150 calls, and wrote 60 orders for a total sales volume of $200,000. Which of the following is nearest to his batting average? <br/> <br/> a)0.200 <br/> <br/> b)0.333 <br/> <br/> c)0.400 <br/> <br/> d)0.600 <br/> <br/>Question 5 <br/>Facilitation payments are: <br/> <br/> a)small sums of money paid to low ranking officials to expedite normal services. <br/> <br/> b)large sums of money paid to entice someone to commit to an illegal act. <br/> <br/> c)illegal under U.S. law. <br/> <br/> d)legal only in the U.S. <br/> <br/>Question 6 <br/>A quantitative factor which is useful for measuring output (results) in a sales representative''s performance is_________________. <br/> <br/> a)direct selling expense <br/> <br/> b)gross margin <br/> <br/> c)days worked <br/> <br/> d)advertising displays set up <br/> <br/>Question 7 <br/>Input measures: <br/> <br/> a)use primarily qualitative data. <br/> <br/> b)cannot be used as part of a ratio measure. <br/> <br/> c)are used to measure performance results. <br/> <br/> d)are based on behaviors which are usually under the salesperson''s control. <br/> <br/>Question 8 <br/>Telemarketing may have many serious ethical problems because: <br/> <br/> a)the buyer cannot easily say "No". <br/> <br/> b)the face-to-face confrontation between buyer and seller breeds much mischief. <br/> <br/> c)the sales representatives sell to customers that they never see or know. <br/> <br/> d)buyers do not trust telemarketing sales representatives. <br/> <br/>Question 9 <br/>In performance evaluation, Behaviorally Anchored Rating Scales (BARS) are used primarily as an aid when: <br/> <br/> a)evaluating the reps on subjective, qualitative bases. <br/> <br/> b)developing merit-rating forms. <br/> <br/> c)preparing a job description for evaluation purposes. <br/> <br/> d)conducting sales-volume and marketing cost analysis. <br/> <br/>Question 10 <br/>Regarding a company''s ethical reputation: <br/> <br/> a)customers are often unaware of vendors'' ethical reputation. <br/> <br/> b)customers don''t care as long as the unethical behavior doesn''t involve their own company. <br/> <br/> c)it has become a factor in a customer''s choice of vendors. <br/> <br/> d)a company does not have an ethical reputation. <br/>