Sales and Business Ethics Flashcards
7 cards from real CLP practice questions. Tap to flip, then mark Knew It or Still Learning — missed cards come back until you master them.
Read the first 7 Sales and Business Ethics flashcards as text
A prospect says they need a two-bedroom but your community only has one-bedrooms available. What is the most ethical and effective response?
Answer: Tell them a two-bedroom may open up soon and take their contact info
Taking their contact information and notifying them of future availability maintains honesty while keeping the prospect engaged.
Under the Fair Housing Act, which of the following is considered an illegal steering practice?
Answer: Directing minority prospects only to certain floors or buildings within a community
Steering directs protected class members to specific areas of a property, which is an illegal discriminatory practice under the Fair Housing Act.
A leasing professional discovers that a current resident is subletting their apartment without authorization. What is the correct course of action?
Answer: Report the violation to management and follow the property's lease enforcement procedures
Unauthorized subletting is a lease violation that must be reported to management and handled through proper enforcement channels.
Which sales technique involves listening carefully to a prospect's objection and then restating it as a question to better understand their concern?
Answer: Clarifying restatement
Clarifying restatement reflects the prospect's objection back to them, demonstrating active listening and helping uncover the real concern.
A leasing agent is showing an apartment and notices a maintenance issue the prospect hasn't spotted. What is the ethical obligation?
Answer: Disclose the issue and inform the prospect it will be repaired before move-in
Ethical leasing requires transparency about known property defects, and assuring the prospect of timely repairs builds trust.
When a prospect asks about the crime rate in the neighborhood, how should a leasing professional respond?
Answer: Direct them to public resources like local police department websites for accurate data
Directing prospects to official public sources protects the leasing professional from liability while giving the prospect accurate information.
What does the term 'value proposition' mean in apartment leasing sales?
Answer: The combination of benefits a community offers that justify its price to prospective residents
A value proposition communicates the unique combination of benefits—amenities, location, service—that make a community worth its price.