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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