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Chapter 4 : Ethical and Legal Issues - Coggle Diagram
Chapter 4 : Ethical and Legal Issues
Importance of ethics
The core principle of the buyer-seller relationship and i helps to earn the trust and loyalty of your customers an strengthens your reputation.
Conflicting Objectives
Company Objectives : Increase profit, increase sales, reduce sales cost, build long term customer relationship and avoid legal troubles
Salesperson objectives : Increase compensation, received recognition, satisfy customers, build long term customer relationship and maintain personal code of ethics.
Customer objectives : Increase profits, solve problems and satisfy needs, reduce costs, build relationship with suppliers and avoid legal troubles.
Selling ethics and relationship
Deception
Bribes, gifts, and entertainment
Special treatment
Confidential information
Backdoor selling
Buyers’ View of Unethical Sales Behaviors
Exaggerates benefits of product
Passes the blame for something he or she did to someone else
Lies about product availability
Misrepresents guarantees
Lies about competition
Sells products that people do not need
Makes promises that are not legally binding
Is not interested in customer needs
Answers questions even when he or she does not know the correct answer
Sells hazardous products
Code of sales conduct
Maintain the highest standards of integrity in all business
Provide our customers with a buying experience in which
we “do the right thing and thereby get the right results”
Promote and protect good sales practices
Always act in line with my organisation’s codes and within