CHAPTER 8
Ethics in Sales
Is the sales code of ethics effective in our sales world today, and what implications will current and past changes have on selling in the major markets around the world? This chapter deals primarily with ethics in sales and past indiscretions in the pharmaceuticals industry and what has been corrected to prevent the recurrence of such ethical problems.
There has been vigorous debate over whether codes of conduct are an effective mechanism for controlling pharmaceutical and medical sales promotion. This question also applies to all professional selling in general too.
A series of studies by clinical pharmacologists, conducted between 1985 and 1992,1 led to the conclusion that the quality of information in advertisements ...
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