Professional Documents
Culture Documents
selling
Reported by:
Rizza Estoconing
Analyn Jaos
Mark Angelo Dela Cruz
Wilma Bernardo
Ethics and personal selling
Ethics
are the principle governing
the behavior of an individual or a
group. These principles establish
appropriate behavior, indicating
what is right and wrong.
continuation
Examples of difficult situations that salespeople
face.
• Should you give an expensive Christmas gift to
your biggest customer?
• If a buyer tells you it is common practice to pay
off purchasing agents to get orders in his or her
country, should you do it?
• Is it acceptable to use high-pressure sales
approach when you your product is the best for
the customer needs?
Ethics and personal relationship
Ethical principles are particularly
important in personal selling. Most
businesses try to develop long-term,
mutually beneficial relationships with
their customers.
Salespeople are the official
representatives of their companies,
responsible for developing and
maintaining these relationships.
Continua……..
Legal principles guide market
exchange relationships. The issues
governing buying and selling in
these relationships are typically
straightforward. The terms and
conditions are well defined and can
easily be written into traditional
contract.
Continuation
Strategic partnerships. The
parties in these relationships cannot
accurately asses the potential
benefits.
Manipulation- eliminates or reduces
the buyer’s choice unfairly.
Persuasion-one is trying to influence
the buyer’s decision, not force it.
Factor Affecting Ethical Behavior of
Salespeople
Social norms
Personal goals
Customer goals