4Ethical and Legal Issues in Contemporary Selling

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Learning Objectives

As we have said, ethical relationships are the foundation of contemporary selling. Every day salespeople are asked to make ethical judgments. Likewise their managers must make ethical decisions that affect company policies as well as individual salespeople. The events of the last several years have made it clear that ethical behavior cannot be assumed. It needs to be taught and become a fundamental element of the corporate culture. This chapter will explore the many ethical concerns facing salespeople and managers and discuss legal issues that affect sales behavior. The ...

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