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Chapter 4: Ethical and Legal Issues - Coggle Diagram
Chapter 4: Ethical and Legal Issues
Selling ethics and relationship
Bribes, gifts, and entertainment
Special treatment
Confidential Information
Backdoor selling
Deception
Buyers’ View of Unethical Sales Behaviors
Misrepresents guarantees.
Sells products that people do not need.
Makes promises that are not legally binding
Lies about product availability.
Is not interested in customer needs.
Passes the blame for something he or she did to someone else.
Answers questions even when he or she does not know the correct answer.
Exaggerates benefits of product.
Sells hazardous products
Lies about competiton.
Factor affecting ethical
behavior of salesperson
Personal goals
Customer goals
Company policies, social norms
Laws, personal code of ethics
Code of sales conduct
Promote and protect good sales practices.
Provide our customer with a buying experience in which we do the right thing and thereby get the right result
Maintain the highest standards of integrity in all business relationship.
Always act in line with my organisation's code and within the law.
Customers demand sales professionals who are trustworthy and willing to hold themselves to account
Ethics of an organisation
Ethics have become an organizational priority.
In the 21st century, ethics is neither a luxury nor an option.