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MKT 3427 Exam 1 ch 5
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Terms in this set (33)
business ethics
principles and standards that guide business behaviors
every company has their own set of
ethics, ethics statement if you will
no single ___ of ethics for all sales people
uniform code
your character is based off of ___ and ethical decisions reflect the strength of ___
internal values; character
trust takes ...
years to build up, seconds to destroy, and a lifetime to repair
ethics in business reflect
-personal characters and values
-company policy and practices
-management as role model
ethical thing going on that a company you want to work for is advertising
vogue (and the fashion industry in general) on sustainability and child labor
Edelman trust barometer
asks customers how they feel about certain companies and makes reports about the world's trust for those companies
national association of sales professionals
professional organization that sales people join, if you are interested in sales you really need this
NASP
use this as a base for demands of their salespeople
where does the most ethical sales training come from
colleges and universities
companies exists to maximize
shareholder value
where does salespeople's moral code come from
top management, make their ethical decisions based on what they have seen their higher ups do
companies developing ethical policies and standards ...
forces companies to take a stand, major impact
types of additional policy areas
-sharing confidential information
-reciprocity
-bribery
-gift giving
-entertainment
-business defamation
-use of the internet
sharing confidential info
It is not illegal to hear the information, but very illegal to repeat/share it
reciprocity
doing favors back and forth. if I give you this, you Gove me that (complacency and myopic thinking/boxing yourself in)
bribery/gift giving/entertainment
cannot give a gift if it has substantial value, lots of grey area
global policies
We are a very global economy, probably will do business in another country. When you do this, you MUST abide by the laws of your country because not all countries have the same bribery and gift laws. FCPA is very explicit that you must follow US ethical laws in other countries
business defamation
lying about a business negatively
use of the internet
-extranet: your, sales persons, life outside of what the business controls
-intranets: basically a companies own social media, what they control (ex: beehive, connections made within your company are not your own)
sales manager as role model
-salespersons actions often mirror those of their manager
-managers are responsible for interpreting company policy
-values like integrity and honestly must be present
value conflict approaches
-ignore influence, engage in unethical behavior
-voice string opposition
-refuse to compromise (can't get in trouble, whistleblower)
legal system plays a role in preventing unethical behavior
varies from state to state, cooling off laws (you can return an item if you were pressured by sales person)
uniform commercial code (UCC)
law influencing buyer-seller transactions, group of laws govern buyer and seller exchanges
oral and written contracts are
enforceable
primary areas of UCC
-definition of sales transaction
-expresses warranty (written) and implicit warranties
-product consignment
trust factor of transactional sales
focus on trust in product
trust factor of consultative sales
focus on trust in sales person
trust factor of strategic alliance sales
focus on other company and its values
if you were in this sales situation, where do you need to make sure the trust of your client is
where the customer places trust
international culture issues
-beliefs, values, etc used to adapt to an environment
-make sure you are aware of various ethical ???
FCPA
foreign corrupt practices act
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