Jim, an inexperienced salesperson, informs one of his potential customers that the laptop he is selling has a much faster processing speed than the competitor's. This is not true. The customer, however, remains unconvinced and does not make a purchase. Jim's behavior is considered unethical because he:
A) commits a criminal offense by lying.
B) does not tell a believable lie.
C) is unable to convince the customer to make a purchase.
D) exaggerates the benefits of his product.
E) is unable to meet his sales quota.
Question 2To sustain profitability, price reductions should be avoided by strategists in hypercompetitive environments.
Indicate whether the statement is true or false
Question 3The reason services have few search attributes is primarily attributed to:
A) inseparability.
B) heterogeneity.
C) intangibility.
D) perishability.
E) nonstandardization.
Question 4The term ______ is used to describe the ability of a product to satisfy a customer's desires.
A) utility
B) exchange
C) strategy
D) market scanning
E) competitive intelligence
Question 5Salespeople are often faced with quota pressure from their managers. Under these circumstances, which of the following practices by a salesperson is most likely to be considered an example of ethical behavior?
A) Exaggerating product benefits
B) Withholding relevant information from a customer
C) Providing answers to questions to which he or she does not know the answer
D) Lying about the competitor's product
E) Explaining the cons of a recommended product
Question 6Closed bidding is particularly appropriate when specific requirements are hard to rigidly define or when the products and services of competing suppliers vary substantially.
Indicate whether the statement is true or false
Question 7Services tend to be characterized by:
A) search attributes.
B) experience attributes.
C) credence attributes.
D) search and experience attributes.
E) experience and credence attributes.
Question 8Which of the following outlines the organization's game plan for success?
A) market scanning
B) planning
C) strategy
D) utility
E) competitive intelligence
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