3 Ethics: The Foundation for Partnering Relationships That Create Value

A photo shows Edith Botello with a salesperson in a store.

Source: Michael Ahearne

Learning Objectives

When you finish reading this chapter, you should be able to

  1. 3.1 Explain the importance of developing a relationship strategy

  2. 3.2 Describe issues that challenge the ethical decision making of salespeople

  3. 3.3 Describe the factors that influence the ethical conduct of sales personnel

  4. 3.4 Describe how ethical decisions influence the building of partnering relationships in selling

  5. 3.5 Discuss guidelines for developing a personal code of ethics that creates value

MyMarketingLab™

Improve Your Grade!

Over 10 million students improved ...

Get Selling Today: Partnering to Create Value, 14/e now with the O’Reilly learning platform.

O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.

Start your free trial