This document discusses ethics and ethical behavior in business and sales. It covers management's social responsibilities to stakeholders, influences on ethical behavior like moral development levels, the need for ethical guidelines and a fixed point of reference, and responsibilities around ethics in dealings with salespeople, customers, and internationally. It emphasizes establishing a code of ethics, leading ethically, and looking for employers with missions focused on service, integrity, and character.

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2. Ethics First…Then Customer Relationships Chapter 3 Copyright © 2006 by The McGraw-Hill Companies, Inc. All rights reserved. McGraw-Hill/Irwin

3. Chapter 3 3-

4. Main Topics Social, Ethical, Legal Influences Management’s Social Responsibilities What Influences Ethical Behavior? Are There any Ethical Guidelines? Management’s Ethical Responsibilities Ethics in Dealing with Salespeople Chapter 3 3-

5. Main Topics Salespeople’s Ethics when Dealing with Their Employers Ethics in Dealing with Customers The International Side of Ethics Managing Sales Ethics Ethics in Business and Sales The Tree of Business Life Chapter 3 3-

8. Exhibit 3-2: Major Stakeholders in the Organization’s Performance 3-

10. Exhibit 3-3: An Organization’s Main Responsibilities 3-

13. Exhibit 3-5: Moral Development Bell Curve 3-

27. 3- What Do You Use For a Moral Compass?

40. Exhibit 3-13: What Do You Look for in an Employer? 3-

43. Ethics Rule Business 3-