Part 1: Overview of Personal Selling - Cengage



Chapter 3 - Ethical And Legal Considerations in Personal Selling

What Are Ethics?

Business Ethics Build Trust in Relationships

Salesperson Ethics Must Go Beyond Legal Requirements

Ethical Image of Salespeople

Ethical Concerns of Salespeople

Customer Relationships

• Special Gifts

• Entertainment

• Overpromising

• Misrepresenting or Covering Up the Facts

• Manipulating Order Forms

• Disclosing Confidential Information

• Showing Favoritism

Treatment of Co-workers

• Sexual Harassment

• Stealing Customers from Colleagues

• Undermining Co-workers

Treatment of Competitors

• Disparaging Competitors

• Tampering with Competitors’ Products

• Competitive Snooping

Salespeople Ethics and Their Company

• Expense Account Padding

• Unauthorized Use of Company Resources

• Personal Use of Company Time

• Fabrication of Sales Records

• Manipulation of Customer Orders

Employer Ethics with Their Sales People

• Compensation

• Sales Territories

• Sales Quotas

• Hiring, Promoting, and Firing

The Company's Ethical Eyes and Ears in the Field

Product Quality and Service

Pricing

Distribution

Promotion

Behaving Ethically, Every Day

Going Beyond Ethics: Laws Affecting Business-to-Business Personal Selling

Price Discrimination

Price Fixing

Collusion

Exclusive Dealing

Restraint of Trade

Reciprocity

Tie-In Sales

Unordered Goods

Orders and Terms of Sale

Business Descriptions

Product Descriptions

Secret Rebates

Customer Coercion

Business Defamation

Ethics and Regulation in International Sales

Making Ethical Decisions

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