Personal Selling Chapter 3

Ethical and Legal Issues in Selling Chapter 3

Important Questions Answered ,[object Object],[object Object],[object Object],[object Object],[object Object]

[object Object],[object Object]

Ethics and Personal Selling ,[object Object],[object Object],[object Object],[object Object]

Ethics and Partnering Relationships ,[object Object],[object Object],[object Object],Manipulation eliminates or reduces the buyer’s choice unfairly. Persuasion is trying to influence the buyer’s decision, not force it. VS

Factors Influencing the Ethical Behaviour of Salespeople

Factors Affecting Ethical Behavior of Salespeople ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],7.

Personal, Company, and Customer Needs ,[object Object]

Company Policies ,[object Object]

Values of Significant Others ,[object Object],[object Object]

A Personal Code of Ethics ,[object Object]

An Organization’s Main Responsibilities

Guidelines for Ethical Behavior ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Checklist for Ethical Decisions

Choices You Can Make if Your Manager Asks You to Act Unethically ,[object Object],[object Object],[object Object],[object Object],[object Object]

Selling Ethics and Relationships ,[object Object],[object Object],[object Object],[object Object]

Relationships with Customers ,[object Object],[object Object],[object Object],[object Object],[object Object]

Bribes, Gifts and Entertainment ,[object Object],[object Object],[object Object]

Special Treatment ,[object Object]

Confidential Information ,[object Object]

Backdoor Selling ,[object Object]

Buyers’ View of Unethical Sales Behaviour

The Tree of Business Life I T C Ethical Service Builds T r u e Relationships ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],T T T T T T T T T T T

Relationships with the Salesperson's Company ,[object Object],[object Object],[object Object],[object Object]

Expense Accounts ,[object Object]

Reporting Work-time Information & Activities ,[object Object],[object Object]

Switching Jobs ,[object Object],[object Object],[object Object],[object Object]

Relationships with Colleagues ,[object Object]

Relationships with Competitors ,[object Object]

ETHICS Responsibility to Self ,[object Object], Responsibility to your Company ,[object Object],[object Object],[object Object],[object Object],Responsibility to Competitors ,[object Object],Responsibility to Customers ,[object Object],[object Object],[object Object]

Uniform Commercial Code ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Title and Risk of Loss ,[object Object],7.

Oral Versus Written Agreement ,[object Object],7.

Obligations and Performance ,[object Object],7.

Misrepresentation or Sales Puffery ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Illegal Business Practices ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Business Defamation ,[object Object],7.

Reciprocity ,[object Object],7.

Tying Agreements ,[object Object],7.

Conspiracy and Collusion ,[object Object],7.

Interference with Competitors ,[object Object],[object Object],[object Object],[object Object],7.

Restrictions on Resellers ,[object Object],7.

Price Discrimination ,[object Object],7.

Legal Guidelines ,[object Object],[object Object],[object Object],[object Object],[object Object]

[object Object],[object Object],Legal Guidelines (Contd.)

Ethical and Legal Issues in International Selling ,[object Object]

International Ethical and Legal Issues ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],7.

LEGAL ISSUES FACING THE SALESPERSON Some Legal Traps ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Categories of Laws ,[object Object],[object Object],[object Object]

How to keep out of Legal Trouble ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

[object Object],[object Object],[object Object],[object Object],Summary

Personal Selling Chapter 3

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Editor's Notes