Q1. List the three prescriptions that serve as the foundation for development of a relationship strategy.
Q2. Carefully review Figure 3.5, the CPSA Sales Institute Code of Ethics. Select the three standards you feel would present the greatest challenge to salespeople. Explain your choices.
Q3. How does business slander differ from business libel?
Q4. What major factors help influence salespeople's ethical conduct?
Q5. What are cooling-off laws? How do they protect consumers?
Q6. Why must a salesperson's ethical sense extend beyond the legal definition of what is right and wrong?
Q7. Explain why the sales manager plays such an important role in influencing the ethical behaviour of salespeople.
Q8. A company policy on ethics will usually cover several major areas. What are they?
Q9. Is it ever appropriate to give gifts to customers? Explain.
Q10. List and describe three guidelines used as a foundation of a self-imposed code of business ethics.