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26 Cards in this Set
- Front
- Back
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illegal questions in an interview
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what is your maiden name, do you own or rent, where were you born, where were your parents born, with whom do you reside, are you married, do you plan a family, have you ever been arrested
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legal questions in an interview
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have you ever used another name? where do you live, can you verify your right to work in the US, statement of company policy regarding assignment of work of employees who are related, state of company policy concerning travel; can you accept this policy, have you ever been convicted of a felony
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involves paying larger sums of money to higher ranking officials to get them to do something that is illegal or to ignore an illegal act.
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subordination
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involves small sums of money or gifts, typically made to low ranking managers or government officials, in countries where these payments are not illegal.
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lubrication
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the view that no cultures eithcs are superior. if people in indonesia tolerate bribery, their attitude toward briber is no bettter or worse than that of people in singapore who refuse to give or accept bribes
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cultural relativism
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the view that ethical standards in one's home country should be applied to one's behavior across the world.
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ethical imperialism
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the customer buys the same prodcut from the same source it used when the need arose previously
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straight rebuy
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the customer has purchased the product or a similar product in the past but is interested in obtaining new information.
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modified rebuy. occurs when the supplier performs unsatisfactorily
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include paper towels and replacement parts for machinery.
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maintenence repair and operating supplies (mro) a type of straight rebuy
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items are major purchases, such as mainfram computers and machine tools that the producers uses for a number of years.
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capital equipment
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an informal, cross department group of people involved in a purchase decision
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buying center
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in any buying center one or more members of the group make the final choice.
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deciders
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control the flow information and may limit alternatives considered.
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gatekeeper
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an assurance by the seller that the products will perform as represented
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warranty
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an oral or a written statement by the seller.
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expressed warranty
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not actually stated but is still an obligation defined by law.
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implied warranty
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the legal guide to commercial practice in the united states.
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uniform commericla code
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a person who acts in place of his or her compnay
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agent
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based on legislation passed by either state legislatures or congress.
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statutory law
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established by local, state, or federal regulator agencies. FTC is the most active agency in developing admin laws affecting salespeople
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administrative laws
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grows out of court decisions. precedents set by these decisions fill in the gaps where no laws exist.
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common law
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a set of people and organizations responsible for the flow of products and services from the producer to the ultimate user.
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distribution channel
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what are two main channels for producers and providers of business to business channels
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direct sales to a business customer and sales through distributors.
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in the distributor b2b channel the manufacture employs sales people to sell to distributors.
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trade sales people
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in the distributor b2b channel, ---------------- work for a manufacturer and promote the manufactureres products to other firms
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missionary sales people
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generic description of the job in a newspaper to prevent an overload of applicants.
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blind box ad
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