Chapter 3 Topics

1
Chapter 3 Topics

• Why do salespeople need to develop their own
  codes of ethics?
• What ethical responsibilities do salespeople have
  toward themselves, their firms, and their
  customers?
• Do ethics get in the way of being a successful
  salesperson?
• What guidelines should salespeople consider when
  confronting situations involving an ethical
  issue?
• What laws apply to personal selling?

2
Who does a sales representative represent?

• Him/Herself
• Family
• Company
• Customer
• Industry
• How do these groups affect salesperson behavior?

3
Factors Affecting Ethical Behavior of Salespeople
Exhibit 3.1
Social Norms
Personal Goals
Customer Goals
Company Goals
Ethical Behavior
Personal Code of Ethics
Company Policies
Laws
Values of Significant Others
3-3
4
Conflicts Confronting Salespeople
5
Consider the Following Questions

• Is asking questions unethical?
• What about asking questions about the buyers
  financial status and using that information to
  set the price?
• What opportunities are there in sales for
  deception?
• What opportunities are there in sales for bribes
  and gifts?
• What opportunities are there in sales for misuse
  of confidential information?
• Can entertainment of customers lead to unethical
  behavior?
• What opportunities are there in sales for abuse
  of expense accounts?

6
What Buyers Think Constitutes Unethical Sales
Behaviors

• Exaggerates benefits of product.
• Passes the blame for something he or she did to
  someone else.
• Lies about product availability.
• Misrepresents guarantee.
• Lies about competition.
• Sells products that people do not need.
• Makes oral promises that are not legally binding.
• Is not interested in customer needs.
• Answers questions even when he or she does not
  know the correct answer.
• Sells hazardous products.

7
Is the salesperson in legal trouble?
Id like to help you out the way the Roseate
Company did, but they broke the law when they
offered you a free case of toilet paper with
every 12 cases you buy.
8
Can the buyer sue the supplier if this turns out
not to be true?
Linda, I tell you this new line of Chippewa
China is the best line on the market today. Its
quality cant be beat!
9
Is the buyer in legal trouble?
I think we can do business together. Ill go
ahead and buy 3000 units today, but youll need
to agree to buy the shipping from us.
10
Are the salespeople in legal trouble?
Look, neither of us is making any money this
way. Lets do this you take everything west of
Linden Avenue and Ill only sell east of there.
As long as we each stay in our territory, well
both do a lot better.
11
Are the salespeople in legal trouble?
Youre right, Tom. Ben really is a pain to deal
with. Hes always trying to find some new way to
get the siding for houses hes building at a
reduced rate. Tell you what from now on,
whichever one of us he calls first sets the
price, and the other one agrees to match it
exactly. That way well both be able to survive,
but we wont be guilty of fixing prices.
12
Is the salesperson in legal trouble?
Yes, I can ship you three units of the new
BriteSpa line. However, we still need to get rid
of our remaining SassySpa units, so Ill have to
ship you two of those at the same time.
13
Is the sales manager in legal trouble?
Sandy, I need you to go out to each of the
hardware stores in town and buy one Amax
generator this week. Then next week, go to each
store and buy two more. I know theyre doing some
market research right now, and I want to make
them think their new unit really is a hit.
14
Is the sales manager in legal trouble?
JoeBob, weve authorized you to give the
salespeople in each retailers store 100 for
each unit they sell in the next two weeks. Heres
a letter you can give to each clerk theyll
love the chance to pocket some extra cash. Just
keep it hush-hush we dont want our competitors
to find out about it.
15
Is the salesperson in legal trouble?
Yolanda, Jasper tells me that BonnieBee is
offering to take 50 per unit off their price. We
want to do keep doing business with you in
fact, we really need to have you continue to sell
our line rather than theirs. So heres what Ill
do to show you how much we value your business,
well take 60 per unit off our price.
16
Is the salesperson in legal trouble?
Abe, these new environmental regulations in the
town of Yardley are really eating into our
profits. I know you cant be doing any better
than we are. Lets agree that for the next four
months, we will both bid 16.75 per cubic foot
for any jobs in Yardley. That way, we can keep
from losing our shirts!
17
Checklist for Ethical Behavior

• Would I be embarrassed if a customer found out
  about this behavior?
• Would my supervisor disapprove of this behavior?
• Would most salespeople feel that this behavior is
  unusual?
• Am I about to do this because I think I can get
  away with it?
• Would I be upset if a salesperson did this to me?

18
Checklist for Ethical Behavior (contd)

• Would my family or friends think less of me if I
  told them about engaging in this sales activity?
• Am I concerned about the possible consequences of
  this behavior?
• Would I be upset if this behavior or activity
  were publicized in a newspaper article?
• Would society be worse off if everyone engaged in
  this behavior or activity?