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Ethics sls mgmt

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  • 1. Sales Management
    • Social, Ethical, and Legal Responsibilities of Sales Personnel
  • 2. Sales Management
    • Management’s Social Responsibilities
    • Organizational Stakeholders
        • Customers
        • Community
        • Creditors
        • Government
        • Owners
        • Managers
        • Employees
        • Suppliers
  • 3. Sales Management
    • Management’s Social Responsibilities
    • Economic Responsibilities
        • Produce Goods and Services
        • Maximize Profits
    • Legal Responsibilities
        • Fulfill their Economic Goals Within a Legal Framework
  • 4. Sales Management
    • Management’s Social Responsibilities
    • Ethical Responsibilities
        • Act with Equity, Fairness & Impartiality
        • Respect the Rights of Individuals
    • Discretionary Responsibilities
        • Voluntary & Guided by Company’s
        • Desire to Make Social Contributions
  • 5. Sales Management
    • Management’s Ethical Responsibilities
    • “ Ethics”
        • A set of moral principles and values that governs the behavior of a person or a group with respect to what is right and wrong.
  • 6. Sales Management
    • Management’s Ethical Responsibilities
    • What is an Ethical Dilemma?
        • There is no uniform codification of ethics so differences and dilemmas about proper behavior can occur.
        • A situation when all of the choices for a solution to a problem have some element that could create negative ethical or personal consequences.
  • 7. Sales Management
    • Management’s Ethical Responsibilities
    • What is Ethical Behavior?
        • Being honest
        • Maintaining confidence and trust
        • Following the rules
        • Conduct yourself in proper manner
        • Treat others fairly
        • Loyalty to company and associates
        • Carry your share - 100% effort
  • 8. Sales Management
    • Management’s Ethical Responsibilities
    • Company to Salesperson dilemmas:
      • Level of Sales Pressure
        • Setting Sales Goals (realistic/obtainable)
        • Management Style
  • 9. Sales Management
    • Management’s Ethical Responsibilities
    • Company to Salesperson dilemmas:
      • Territorial Decisions
        • Expanding Territories
        • Decreasing Territories
        • Creating House Accounts
  • 10. Sales Management
    • Management’s Ethical Responsibilities
    • Company to Salesperson dilemmas :
      • To Tell The Truth?
        • Performance
        • At Termination
      • The Ill Salesperson
        • Alcohol or Drug Abuse Treatment
      • Employee Rights
  • 11. Sales Management
    • Management’s Ethical Responsibilities
    • Company to Salesperson dilemmas :
      • Employee Rights
        • Termination-at-will
        • Privacy
        • Sexual Harassment
  • 12. Sales Management
    • Management’s Ethical Responsibilities
    • Company to Salesperson dilemmas :
      • Reason to Respect Employee Rights
        • High quality of work life
        • Attracting/Retaining good people
        • Avoid costly back-pay and awards
        • Establish balance between employee and employer rights/obligations
  • 13. Sales Management
    • Salesperson’s Ethical Responsibilities
    • Salesperson ethics re: The Company
      • Misuse of Company Assets
        • Automobiles
        • Expense Accounts
        • Samples
        • Damaged merchandise credits
      • Moonlighting
  • 14. Sales Management
    • Salesperson’s Ethical Responsibilities
    • Salesperson ethics re: The Company
      • Cheating
        • Contests
          • Holding Sales
          • Overloading Customer
      • Affecting Fellow Salespeople
        • Taking Customers
  • 15. Sales Management
    • Management’s & Salesperson’s Mutual Ethical Responsibilities
    • How to Treat The Customer
      • Bribes or Gifts
        • Offering
        • Buyer Originated
      • Misrepresentation
        • “ Sales Puff” vs. Statements of Fact
        • Legal Ramifications
  • 16. Sales Management
    • Management’s & Salesperson’s Mutual Ethical Responsibilities
    • How to Stay Legal
      • Know capabilities and characteristics of company products and service
      • Statements of Praise vs. Statements of Fact
      • Educate Customers before the Sales
      • State Product Capabilities Accurately
      • Know Technical Specifications
  • 17. Sales Management
    • Management’s & Salesperson’s Mutual Ethical Responsibilities
    • How to Stay Legal
      • Avoid Exaggerated Product Safety Claims
      • Know Federal and State Laws
      • Keep Current with Design Changes and Revisions
      • Avoid Opinions Stick to Testing Statistics
      • Never Overstep Authority (Pricing or Policy)
  • 18. Sales Management
    • Management’s & Salesperson’s Mutual Ethical Responsibilities
    • How to Treat The Customer
      • Price Discrimination
        • Customers who buy similar quantities should receive same pricing
      • Tie-in Sales
        • Violates Clayton Antitrust Act
  • 19. Sales Management
    • Management’s & Salesperson’s Mutual Ethical Responsibilities
    • How to Treat The Customer
      • Exclusive Dealership
        • Purchase from one manufacturer - Clayton Act
      • Reciprocity
        • “ I’ll Buy Yours If You’ll Buy Mine”
        • FTC and Justice Scrutinize
  • 20. Sales Management
    • Management’s & Salesperson’s Mutual Ethical Responsibilities
    • How to Treat The Customer
      • Sales Restrictions
        • “ Cooling Off” Laws - 3 days
        • Green River Ordinances
  • 21. Sales Management
    • International Ethical Issues
    • U.S. Laws Do Not Stop at The Border
      • Employees of American Business Should Know the Law
      • Stick to Features and Benefits and Sell to Companies Not Individuals
  • 22. Sales Management
    • Selling Ethics
    • Surveys Indicate Managers’ Experience
    • Most Managers:
      • Face Ethical Problems
      • Believe Managers and Employees Should Be More Ethical
      • Are More Ethical with Friends than Strangers
      • Lower Ethics to Meet Job Goals
  • 23. Sales Management
    • Selling Ethics
    • Surveys Indicate Managers’ Experience
    • Most Managers:
      • Are Aware of Ethical Issues in Industry and Company
      • Believe Ethics Can Be affected by Supervisors and Company Environment
  • 24. Sales Management
    • Selling Ethics
    • Management Practices Help Responsiveness
    • Some Guidelines:
      • Top Management Takes Lead
        • CEO, President, Vice Presidents Must Champion
      • Carefully Select Leaders
      • Establish/Follow Code of Ethics
  • 25. Sales Management
    • Selling Ethics
    • Management Practices Help Responsiveness
    • Some Guidelines:
      • Establish/Follow Code of Ethics
        • Principle Based
        • Policy Based
      • Create Ethical Structures
        • Ethical Committee
        • Ethical Ombudsman
  • 26. Sales Management
    • Selling Ethics
    • Management Practices Help Responsiveness
    • Some Guidelines:
      • Encourage Whistle Blowing
        • “ Silent Witness” Program
      • Create Ethical Sales Environment
        • Actions of Top-Level Managers
  • 27. Sales Management
    • Selling Ethics
    • Management Practices Help Responsiveness
    • Some Guidelines:
      • Establish Control Systems
        • Low Bid Review Process
        • Expense Report Audits