Ethical Issues in Selling

Ethics in dealing with salespeople

• Pressure
• Territories
• Honest
• Health and illness

Customer Ethical Issues

• Bribes
• Misrepresentation
• Price discrimination
• Tie-in-sales
• Exclusive dealership
• Reciprocity

Staying Legal

• know difference between opinions and statements of fact
• Educate customers
• Be accurate
• Know technical specifications
• Avoid exaggerations
• Be familiar with laws
• Understand product's capabilities
• Stay current
• Do not offer untested opinions

Discussion

• Watch "Glengarry, Glenn Ross"
• Evaluate the ethical dilemmas with respect to how each person's ethical behaviors impact other sales people
• What tactics could have been employed in order to avoid some of the problems we witnessed?

Thoughts, Comments, or Ideas to Lend to the Class Discussion:

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