Learning Objectives Chapter 19
6.) Discuss ethical issues in personal selling.
There are three very important ethical issues in personal selling:
- Accuracy of Reports: organizations generally require their salespeople to complete regular reports that help the organization evaluate the costs and benefits of the salespeople's work.
- Manipulation of Prospects: when a salesperson makes a false claim about the significant features or benefits of a product, the salesperson's behavior is illegal. A salesperson should in no way try to manipulate a prospect into a sale, especially if it is clear that the prospect will not benefit.
- Bribery: a bribe is money, goods, or favors offered in exchange for influence. Many salespeople have felt pressure to use bribery because competition is doing it.
