16 If management decides to increase the number of territories in a state there

16 if management decides to increase the number of

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16. If management decides to increase the number of territories in a state, there is a possibility the earnings of the salespeople working that state will decrease. Answer: TrueLearning Objective: 02-02Topic: Management’s Ethical ResponsibilitiesBlooms: UnderstandAACSB: Level of Difficulty: MediumExplanation: Management makes decisions that affect sales territories and salespeople. For example, the company might increase the number of sales territories, which often necessitatessplitting a single territory, which takes customers away from a salesperson and reduces his or her earnings.1-52
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17. Josh Damon sells industrial-sized heating and cooling systems. His territory includes Illinois, Iowa, and Missouri. Management at Damon's firm has decided to increase the numberof territories in each sales region. Damon will most likely be excited about the opportunity this presents for him to earn more money. Answer: FalseLearning Objective: 02-02Topic: Management’s Ethical ResponsibilitiesBlooms: UnderstandAACSB: EthicsLevel of Difficulty: MediumExplanation: An increase in the number of sales territories usually necessitates splitting a single territory, which takes customers away from a salesperson. Josh will not be happy because his earnings will decrease.18. If a salesperson has a drug or alcohol problem, a manager has the ethical responsibility to fire the individual based on right-to-work laws.Answer: FalseLearning Objective: 02-02Topic: Ethics in Dealing with SalespeopleBlooms: UnderstandAACSB: EthicsLevel of Difficulty: MediumExplanation: Right-to-work laws relate to unions and are irrelevant to a salesperson with drug and alcohol problems. An ethical manager would most likely offer support to the salesperson and require the salesperson to seek substance abuse treatment.19. Today employers have the right to terminate salespeople for poor performance, excessive absenteeism, unsafe conduct, and poor organizational citizenship. Answer: TrueLearning Objective: 02-02Topic: Management’s Ethical ResponsibilitiesBlooms: UnderstandAACSB: EthicsLevel of Difficulty: MediumExplanation: Due to the termination-at-will rule, employers have the right to terminate sales personnel for poor performance, excessive absenteeism, unsafe conduct, and poor organizational citizenship. It is crucial, however, for employers to maintain accurate records of these events for employees and to inform employees about where they stand.20. Cooperative acceptance means that employees cannot be discriminated against in employment practices and they have the right to be free of sexual and racial harassment. Answer: TrueLearning Objective: 02-02Topic: Management’s Ethical ResponsibilitiesBlooms: Remember AACSB: EthicsLevel of Difficulty: Easy 1-53
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Explanation: Cooperative acceptance refers to the right of employees to be treated fairly and with respect regardless of race, sex, national origin, physical disability, age, or religion while on the job. Not only does this mean that employees have the right not to be discriminated
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