Chapter3

Chapter3 - Chapter 3 Chapter Ethical and Legal Issues in...

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Chapter 3 Chapter 3 Ethical and Legal Issues in Selling
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Ethical Issues Ethical Issues Ethics - principles governing the behavior of an individual or group Varies from country to country and from industry to industry; changes over time Need to develop a personal code of ethics Good relationships are maintained through strong ethical decisions
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Read P. 58-61 in the text
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Checklist For Making Ethical Decisions Checklist For Making Ethical Decisions P. 63 P. 63
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A Personal Code of Ethics A Personal Code of Ethics Develop an individual standard of conduct If you disagree with the firm’s stance on ethical issues you can: 1) Ignore personal values and do what the company asks 2) Take a stand and tell your employer what you think 3) Refuse to compromise your principles
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Relationships with Customers Relationships with Customers Deception Deliberately presenting inaccurate information “White lies” Bribes, Gifts, and Entertainment Bribes - payments made to buyers to influence their purchase decision Kickbacks - payments made to buyers based on the amounts of orders placed Special Treatment Taking advantage of their status
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Continued Continued Confidential Information Disclosing confidential information can be hazardous to the level of customer trust with the salesperson Back-Door Selling Occurs when salespeople ignore the purchasing agent’s policy, go around his or her back, and contact other people directly involved in the purchasing decision
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Relationship’s with the Salesperson’s Relationship’s with the Salesperson’s Company Company Expense Accounts Incurred expenses are necessary Should not take advantage of the account for personal gains Reporting Work-Time Information and Activities Employees are expected to work Solution : Daily call reports Switching Jobs Give ample notice Offer assistance during the transition phase Don’t burn your bridges Don’t take anything that doesn’t belong to you
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This note was uploaded on 11/10/2009 for the course MAR 4400 taught by Professor Roberta.ciraldo during the Summer '09 term at FAU.

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Chapter3 - Chapter 3 Chapter Ethical and Legal Issues in...

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