An Ethical Theory That Urges Managers to Take Those Actions

question 21

Multiple Choice

An ethical theory that urges managers to take those actions that provide the greatest pleasure after having subtracted the pain or harm associated with the action in question is called ________.

• A)Utilitarianism
• B)Deontology
• C)Ethical relativism
• D)Absolutism
• E)Kantian ethics

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Definitions:

Consultative Selling

A sales approach where the seller acts as an advisor, focusing on the customer's needs and providing solutions to meet those needs.

Adaptive Selling

A need-satisfaction presentation format that involves adjusting the presentation to fit the selling situation, such as knowing when to offer solutions and when to ask for more information.

Objections

Concerns or arguments raised by a customer or client against a product or service being sold.

Rationalizations

The process of providing reasonable explanations or justifications for decisions, actions, or beliefs, often in retrospect.