Selling Building Partnerships 8Th Edition Chapter 2

Front 1

Administrative Law

Back 1

Laws established by federal regulatory agencies.

Front 2

Agent

Back 2

Person who acts in place of his or her company.

Front 3

Backdoor Selling

Back 3

Actions by a salesperson that goes behind the back of a purchaser to contact other members of the buying center.

Front 4

Bribes

Back 4

Payments made to buyers to influence their purchase decisions.

Front 5

Business Defamation

Back 5

Making untrue statemets to customers about a competitor, it's products, or its salespeople.

Front 6

Canned Sales Pitch

Back 6

A scripted sales pitch to follow without deviation.

Front 7

Collusion

Back 7

Agreement among competitors, made after contacting customers, concerning their relationships with customers.

Front 8

Common Law

Back 8

Legal precedents that arise out of court decisions.

Front 9

Conspiracy

Back 9

Agreement among competitors, made prior to contacting customers, concerning their relationships with customers.

Front 10

Contract to Sell

Back 10

Offer made by a salesperson that recieved an unqualified acceptance by a buyer.

Front 11

Credulous Person Standard

Back 11

Canadian law stating that a company is liable to pay damages if advertising and sales peresentation claims about comparison with competitive products could be misunderstood.

Front 12

Cultural Relativism

Back 12

A view that no culture's ethics are superior to those of another culture's.

Front 13

Deception

Back 13

Unethical practice of withholding info.

Front 14

Ethical Imperialism

Back 14

The view that the ethical standards that apply locally should be applied to everyone's behavior around the world.

Front 15

Ethics

Back 15

Principles governing the behavior of an individual or a group.

Front 16

Expressed Warranty

Back 16

Warranty specified through oral or written communications.

Front 17

False Claims Act

Back 17

An 1863 law encouraging citizens no press claims against vendors that sell fraudulently.

Front 18

Free on Board (FOB) Destination

Back 18

The seller has title until the goods are recieved at the destination.

Front 19

FOB Factory

Back 19

The buyer has title when the goods leave the seller's facility.

Front 20

Foreign Corrupt Practices Act

Back 20

Law that governs the behavior of U,S. business in foreign countries.

Front 21

Implied Warranty

Back 21

Warranty not stated oraly or written cummunication but is still obligated by law.

Front 22

Invitation to Negotiate

Back 22

The initiation of an interection.

Front 23

Kickbacks

Back 23

Payments made to buyers based on the amount of orders they place for a salesperson's products or services.

Front 24

Lubrication

Back 24

Small sums of money or gifts to get the officials to do their jobs more rapidly.

Front 25

Manipulation

Back 25

Practice by the a saleperson to eliminate or reduce the buyer's choice unfairly.

Front 26

Offer

Back 26

Specific starement by the seller outlining what the seller will provide and what is expected from the buyer.

Front 27

Orders

Back 27

Written orders that become contracts when they are signed by an authorized representative of a sales person's company.

Front 28

Persuasion

Back 28

Practice by a salesperson designed to influence the buyers decision.

Front 29

Price Discrimination

Back 29

A seller gives unjustified special prices to some customers and not to others.

Front 30

Privacy Laws

Back 30

Laws that limit the amount of information that a firm can obtain about a consumer and specify how that information can be used or shared.

Front 31

Reciprocity

Back 31

Special relationship in which two companies agree to buy products from each other.

Front 32

Resale Price Maintenance

Back 32

A producer establishes a minimum price in which a distributor or retailers products cant be sold.

Front 33

Sale

Back 33

The transfer of a title to goods and services by the seller to the buyer in exchange for money.

Front 34

Sales Puffery

Back 34

Exaggerated statements about the performance of products or services.

Front 35

Sexual Harassment

Back 35

Unwelcome sexual advances, requests for sexual favors, and other, similar verbal and non verbal behaviors.

Front 36

Spiffs (Push Money)

Back 36

The producer pays the reseller's salespeople to motivate them to sell the producer's products or services.

Front 37

Statutory Law

Back 37

Laws based on legislation passed by either state legislatures or congress.

Front 38

Subordination

Back 38

Payment of large sums of money to officials to get them to do something that is illegal.

Front 39

Trade Secrets

Back 39

Information owned by a company that gives it a competitive advantage.

Front 40

Tying Agreement

Back 40

Agreement between a buyer and a seller in which the buyer is required to purchase one product to get another.

Front 41

Uniform Commercial Code (UCC)

Back 41

Legal guide to commercial practice in the United States.

Front 42

Warranty

Back 42

Assurance by the seller that the goods will perform as represented.