Term
|
Definition
| laws established by local, state, or federal regulatory agencies, such as the Federal Trade Commission or the Food and Drug Administration |
|
|
Term
|
Definition
| person who acts in place of his or her company |
|
|
Term
|
Definition
| actions by one salesperson that go behind the back of a purchase to directly contact other members of the buying center |
|
|
Term
|
Definition
| payments made to buyers to influence their purchase decisions |
|
|
Term
|
Definition
| making unfair or untrue statements to customers about a competitor, its products, or its salespeople |
|
|
Term
|
Definition
| agreement among competitors, made after contacting customers, concerning their relationships with customers |
|
|
Term
|
Definition
| legal precedents that arise out of court decisions |
|
|
Term
|
Definition
| agreement among competitors, made prior to contacting customers, concerning their relationships with customers |
|
|
Term
|
Definition
| offer made by a salesperson that received an unqualified acceptance from a buyer |
|
|
Term
| credulous person standard |
|
Definition
| canadian law stating that a company is liable to pay damages if advertising and sale presentation claims and statements about comparisons with competitive products could be misunderstood by a reasonable person |
|
|
Term
|
Definition
|
|
Term
|
Definition
| a view that no culture's ethics are superior to those of another culture's |
|
|
Term
|
Definition
| unethical practice of withholding information of telling white lies |
|
|
Term
|
Definition
| the view that the ethical standards that apply locally or in one's home country should be applied to everyone's behavior around the world |
|
|
Term
|
Definition
| principles governing the behavior of an individual or a group |
|
|
Term
|
Definition
| warranty specified through oral or written communications |
|
|
Term
| free on board (FOB) destination |
|
Definition
| the seller had title until the goods are received at the destination |
|
|
Term
|
Definition
| the buyer has title when the goods leave the seller's facility |
|
|
Term
| Foreign Corrupt Practices Act |
|
Definition
| law that governs the behavior of U.S. business in foreign countries; resists the bribing of foreign officials |
|
|
Term
|
Definition
| warranty that is not expressly stated through oral or written communication but is still an obligation defined by law |
|
|
Term
|
Definition
| the negotiation of an interaction, usually a sales presentation, that results in an offer |
|
|
Term
|
Definition
| payments made to buyers based on the amount of order they place for a salesperson's products or services |
|
|
Term
|
Definition
| small sums of money or gifts, typically pain to officials in foreign countries, to get the officials to do their job more rapidly |
|
|
Term
|
Definition
| practice by a salesperson to eliminate or reduce the buyer's choice unfairly |
|
|
Term
|
Definition
| specific statement by a seller outlining what the seller will provide and what is expected from the buyer |
|
|
Term
|
Definition
| become contracts when they are signed by an authorized representative in a salesperson's company |
|
|
Term
|
Definition
| practice by a salesperson designed to influence the buyer's decision, not manipulate it |
|
|
Term
|
Definition
| situation in which a seller gives unjustified special prices, discounts or special services to some customers and not to others |
|
|
Term
|
Definition
| 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. |
|
|
Term
|
Definition
| special relationship in which two companies agree to buy products from each other |
|
|
Term
|
Definition
| contractual term in which a producer establishes a minimum price below which distributors or retailers cannot sell their products |
|
|
Term
|
Definition
| the transfer of title to goods and services by the seller to the buyer in exchange for money |
|
|
Term
|
Definition
| exaggerated statements about the performance of products or services |
|
|
Term
|
Definition
| unwelcome sexual advances, requests for sexual favors, and other, similar verbal and nonverbal behaviors |
|
|
Term
|
Definition
| payments made by a producer to a reseller's salesperson to motivate the salespeople to sell the producer's products or services |
|
|
Term
|
Definition
| laws based on legislation passed by either state legislatures or Congress |
|
|
Term
|
Definition
| payment of large sums of money to officials to get them to do something that is illegal |
|
|
Term
|
Definition
| agreement between a buyer and a seller in which the buyer is required to purchase one product to get another |
|
|
Term
| Uniform Commercial Code (UCC) |
|
Definition
| legal guide to commercial practice in the United States |
|
|
Term
|
Definition
| assurance by the seller that goods will perform as represented |
|
|
