In Transactional Sales,unethical Behavior Tends to Be Straightforward and Immediate,such

question 42

Multiple Choice

In transactional sales,unethical behavior tends to be straightforward and immediate,such as discounting,giving kickbacks,or exaggerating quality or features.In consultative and strategic alliance sales,unethical behavior can be more complex and may develop over time.Which of the following would be an example of more complex unethical behavior?

• A)Lying about the competition's product performance to cast doubt about the competitor's product.
• B)Giving a small client the volume discount even when the volume did not warrant the discount.
• C)Asking the customer about the pricing strategies of the competitor.
• D)Taking the client out for an expensive dinner in order to close the sale.
• E)Giving a smaller client preferential service agreements in exchange for getting the salesperson an "in" with larger accounts.

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Definitions:

Beliefs

Deeply held convictions or acceptances that something is true or exists, often based on cultural, intellectual, or personal understanding and faith.

Attitude Object

A specific entity toward which an individual's attitudes are directed, such as a person, product, issue, or concept.

Beliefs

Deeply held convictions or acceptances that certain things are true or real, often forming the basis of individual or collective actions and attitudes.

Perceptions

The process of interpreting, processing, and organizing sensory information to understand the environment or situation.