SPC Sales Ethics and Compliance

Question 1

Which behavior best exemplifies ethical conduct in sales?

Accepted Answer

Providing accurate information even when it may not favor the sale

Answer

Overstating product capabilities to close a deal

Answer

Hiding unfavorable contract terms in fine print

Answer

Pressuring a customer to sign before they have reviewed the contract

Question 2

What does 'compliance' mean in the context of a sales professional's role?

Accepted Answer

Adhering to company policies, legal regulations, and industry standards in all sales activities

Answer

Agreeing with everything the customer says

Answer

Following a script on every sales call

Answer

Complying with the highest quotas set by management

Question 3

A sales rep is offered a gift worth $500 by a prospective client. Under most corporate ethics policies, the rep should:

Accepted Answer

Decline and report it per company policy

Answer

Accept it as a courtesy

Answer

Accept it but not disclose it

Answer

Return it only if the deal falls through

Question 4

Why is misrepresenting a product to close a sale problematic beyond the ethical issue?

Accepted Answer

It can result in contract rescission, legal liability, reputational damage, and customer loss

Answer

It increases short-term revenue

Answer

It is only a problem if the customer notices

Answer

It is standard practice in competitive markets

Question 5

Which of the following is an example of a conflict of interest for a sales professional?

Accepted Answer

Steering a customer toward a vendor in which the sales rep holds a financial interest without disclosure

Answer

Recommending a product that best fits the customer's needs

Answer

Offering a competitor's product if it is a better fit

Answer

Disclosing all pricing structures to the customer

Question 6

What is the purpose of a company's code of conduct for its sales team?

Accepted Answer

To establish clear standards of behavior that protect customers, the company, and the integrity of the sales process

Answer

To limit the sales team's earning potential

Answer

To replace individual judgment with scripts

Answer

To reduce the number of salespeople required