Quiz

Test you understanding of key chapter concepts by working through this quiz. You can check your answer by clicking on the arrow to the right or on what you think the correct answer is.  The correct answer will then be revealed to you for that question.

1. Relationship-based sales

  1. lead to fewer ethical problems than transaction-based sales
  2. lead to more ethical problems than transaction-based sales
  3. cause no ethical problems
  4. do not lead to customer satisfaction

 

Answer:

A. lead to fewer ethical problems than transaction-based sales

 

2. Transaction-based sales

  1. lead to fewer ethical problems than relationship-based sales
  2. lead to more ethical problems than relationship-based sales
  3. always lead to repeat business
  4. always lead to long-term commitment

 

Answer:

B. lead to more ethical problems than relationship-based sales

 

3. Casual sales staff

  1. have high motivation to behave ethically
  2. have low motivation to behave ethically
  3. have high interest in customer retention
  4. have high interest in long-term relationship-building

 

Answer:

B. have low motivation to behave ethically

 

4. Pharmaceutical detailing has potentially

  1. no ethical implications
  2. several ethical implications
  3. no impact on medical practitioner prescribing
  4. positive benefits for patients

 

Answer:

B. several ethical implications

 

5. Retailer dominance leads to

  1. lower retail profits
  2. aggressive competition with other retailers
  3. aggressive negotiation with suppliers
  4. closer relationships with suppliers

 

Answer:

C. aggressive negotiation with suppliers

 

6. Slotting allowances can

  1. block competitor access to retail outlets
  2. drive down consumer prices
  3. drive down supplier costs
  4. increase sales volumes

 

Answer:

A. block competitor access to retail outlets

 

7. Pyramid selling is

  1. another term for multi-level marketing
  2. an effective way to grow market share
  3. totally ethical
  4. totally unethical

 

Answer:

D. totally unethical

 

8. Fair Trade has

  1. allowed retailers to demonstrate their ethical behaviour
  2. harmed the environment
  3. improved the trading conditions for some small producers
  4. led to poorer labour standards

 

Answer:

C. improved the trading conditions for some small producers

 

9. Gifts and incentives are

  1. usually unethical
  2. a disguised form of bribery
  3. usually aimed at creating goodwill
  4. serving customer interests

 

Answer:

C. usually aimed at creating goodwill

 

10. Loss leader tactics

  1. are usually unethical
  2. lead to higher customer costs
  3. do not affect supply chains
  4. may contribute to harmful consumer behaviour

 

Answer:

D. may contribute to harmful consumer behaviour