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Chapter 4: Ethical and Legal Issues, • Sells hazardous products. - Coggle…
Chapter 4: Ethical and Legal Issues
A Model for Relationship Selling and
Sales Management – Ethics
Company’s ethical reputation impacts customers’ purchase decisions
Social values set standards for ethical behavior
Some actions may be legal but not ethical
Selling Ethics and Relationships
Special treatment
• Confidential information
• Backdoor selling
• Bribes, gifts, and entertainment
• Deception
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
Customers demand sales professionals who are trustworthy and willing to hold themselves to account. They also expect them to add value to their business
• Sells hazardous products.