Partnering Is Enhanced with High Ethical Standards

In the field of selling, there are certain pressures that can influence the ethical conduct of salespeople, and poor ethical decisions can weaken or destroy partnerships. To illustrate, let us assume a competitor makes exaggerated claims about a product. Do you counteract by promising more than your product can deliver? What action do you take when there is a time-management problem and you must choose between servicing past sales and making new sales? What if a superior urges you to use a strategy that you consider unethical? These and other pressures must be dealt with every day.

Although Chapter 3 is devoted entirely to ethical considerations in personal selling, it should be noted that ethics ...

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