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Chapter 4 - Ethical and Legal Issues - Coggle Diagram
Chapter 4 - Ethical and Legal Issues
A Model for Relationship Selling and
Sales Management – Ethics
Social values set standards
for ethical behavior
Some actions may be legal
but not ethical
Company’s ethical reputation impacts customers’ purchase
decisions
Ethical issues- Factor affecting ethical sales person
Customer goals
Company Goals
Personal goals
Company Politics
Social norms
Laws
Value or significants other
Selling Ethics and Relationships
Relationships and customers
• Special treatment
• Confidential information
• Bribes, gifts, and entertainment
• Backdoor selling
Deception