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Chapter 4 - Coggle Diagram
Chapter 4
Code of sales conduct
Maintain the highest standards of integrity in all business relationship
Provide our customer with a buying experience in which we do the right thing and thereby get the right result
Promote and protect good sales practices
Always act in line with my organisation's code and within the law
Factor affecting ethical behavior of salesperson
Personal goals
Customer goals
Company policies, social norms
Laws, personal code of ethics
Selling ethics and relationship
Bribes, gifts, and entertainment
Special treatment
Confidential Information
Backdoor selling
Ethics of an organisation
Ethics have become an organizational priority.
In the 21st century, ethics is neither a luxury nor an option.
Buyer' view pf unethical sales behaviour
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.
7.Makes promises that are not legally binding.
Is not interested in customer needs.
9.Answers questions even when he or she does not know
the correct answer
Sells hazardous products