Avenido, Andry

Bersano, Nel
Benitez, Generie
De juan, Maryjoy
ETHICS
Refers to right and wrong
conduct of individuals and the
institution which they are part.
Personal ethics and formal codes
of conduct provide a basis for
deciding what is right and wrong
in a given situation
 Image of Salespeople and Sales
Executive
Sales And Marketing Executive
International (SMEI) has been concerned
with the image of salespeople and has
developed a code of ethics as a set of
principles that outline the minimum
requirements for professional conduct.
A sales professional deserves
and receives a high level of respect on
the job.
Deceptive Practices
Buyers have been turned ff
by all salespeople because of
experience with only a few
unscrupulous salespeople. All
salespeople (good and bad) pay the
price for this behavior.
Unfortunately, some salespeople
do use quota pressure as an
excuse to be deceptive.
Illegal Activities
Misusing company assets
has been a long-standing problem
for many sales organizations.
Using the company car for
personal use, charging expenses
that did not occur, and selling
samples for income are examples
of misusing company assets.
Non-Customer-Oriented Behavior
Most of today’s sales
organization emphasize trust-
building behaviors and are
customer-oriented. Unfortunately,
there are a few salespeople and
companies today that concentrate
on short-term goals and allow
outmoded sales tactics to be
practiced.
How are Companies Dealing
With Sales Ethics?
Many companies spend
time covering ethics in their
training programs. These
programs should cover topics
such as the appropriateness of
gift giving, the use of expense
accounts and dealing with a
prospect’s unethical demands.