The Blanchard and Peale Three-Part Test for Resolving Ethical Dilemmas

question 26

Multiple Choice

The Blanchard and Peale three-part test for resolving ethical dilemmas consists of the following questions:

• A) Is it legal? Is it ethical? Is it moral?
• B) Is it legal? Is it balanced? How does it make me feel?
• C) Is it ethical? Is it right? Does it pass the "front page of the newspaper" test?
• D) Is it right? Is it balanced? Is it fair?

Evaluate the effectiveness of summary-of-benefits and continuous-yes closes.

Understand the importance of customer perspective in closing sales.

Demonstrate knowledge of the twelve keys to successful closing.

Apply knowledge of closing techniques to real-world selling situations.

---

Definitions:

Chain of Command

is a system in organizations where authority and responsibility are structured in a hierarchical manner, guiding who reports to whom.

Intellectual Stimulation

Encouraging the generation of new ideas and critical thinking among followers by challenging existing assumptions.

Pent-up Emotions

Strong feelings that have been suppressed or not expressed for a long time and may eventually be released in a powerful or explosive manner.

Timely

Occurring at a suitable or opportune time; well-timed.