Table of Contents
What are some ethical dilemmas sales professionals may encounter?
Common Ethical Issues for Salespeople
- A customer asking for information about one of their competitors, who happens to be one of your customers.
- Deciding how much to spend on holiday season gifts for your customers.
- A buyer asking for something special, which you could easily provide, but aren’t supposed to give away.
What are some ethical dilemmas in business?
Ethical Issues in Business
- Harassment and Discrimination in the Workplace.
- Health and Safety in the Workplace.
- Whistleblowing or Social Media Rants.
- Ethics in Accounting Practices.
- Nondisclosure and Corporate Espionage.
- Technology and Privacy Practices.
What are ethical dilemmas in business?
In general, an ethical dilemma is a complex situation a person (business) faces in which a decision must be made about the adequate action to be taken Harrison, 2005. A dilemma may derive from the conflict between the rightness or wrongness of the actions and the goodness or badness of the consequences of the actions.
What are sales ethics?
Sales ethics is when you use trustworthy sales practices, accurate information, and honest concern for customers’ needs when selling your product. Unlike a “sell-at-all-costs” mentality, ethical selling involves your sales representatives maintaining their professional integrity in every interaction.
What ethical considerations should be considered by the sales manager?
Your salesperson’s honesty, product knowledge, reliability, and true understanding of the customer’s needs and expectations are what form the foundations of sales success — not the slander of your competition. In everything, therefore, treat people the same way you want them to treat you…
What can sales managers do to uphold ethics?
Last, but certainly not least, the most important thing sales managers can do to uphold ethics is to exhibit ethical behaviors themselves. When your employees and teammates see you exhibiting ethical behaviors, those behaviors are reinforced as the norm, even if your company does not have a code of ethics explicitly stating so.
What are the ethical dilemmas in sales incentives?
In general an ethical dilemma arises when the incentives for one party are directly opposed by the needs of the other part. So at their core all forms of sales incentives are countray to the needs of the purchaser. There is a built in incentive for the salesperson to sell the buyer more than they need.
What are the ethics problems of salespeople?
Salespeople in these situations quickly learn that personal actions control the level of money that can be made. The result is often very tempting opportunities that arise which drive a salesperson to exceed the limits of what is right. The final facet of the ethics problem is what is referred to as role conflict.
Do the best salespeople stay or leave when it’s unethical?
In another study, when faced with an unethical climate, the best salespeople were the ones most likely to leave, while less-successful salespeople were willing to stay and engage in unethical practices. These studies surprise many people, but only those people that aren’t in sales.