Sales ethicsrefers to a set of behaviors that ensure that every lead,prospect and customer is treated with respect, fairness, honesty andintegrity.Price DiscriminationSales administrators, for example, cannot allow members of their sales forceto indiscriminately grant price concessions. Some customers may demandlarger discounts than are normally allowed and threaten to take theirbusiness elsewhere if their demands are not met.BribesUsing bribes—the payment of money or gifts to gain or retain a customer— isillegal. Using bribes to gain information about competitors is also illegal.Bribery in selling is an unpleasant fact of life that apparently has existed, invarying degrees, since time immemorialMisleading InformationIt is illegal to make false, deceptive, or misleading claims about a product orabout the services that accompany that product. If a salesperson makesexaggerated claims about a product and those claims lead to misuse of theproduct, the seller also may be sued for any property damages or personalinjuries arising out of a customer’s misuse of the product.Making false, deceptive, or disparaging statements about a competitor or itsproducts is also illegalThe following guidelineshelp sales managers and salespeople minimizethe probability of legal proceedings and increase their chances of defendingthemselves if a legal complaint is brought against them:•Always make accurate, understandable, and verifiable statements
