Factors Influencing Ethical Decision Making of Salespeople

  1. 3.3 Describe the factors that influence the ethical conduct of sales personnel

A number of important factors influence ethical decision making. These factors help sales and marketing personnel to distinguish right from wrong. Figure 3.3 outlines the forces that can help salespeople deal honestly and openly with prospects at all times.

An illustration shows a list of forces stacked in a trapezium within a circle, in a drill-down fashion.

Figure 3.3 Factors Influencing the Ethical Behavior of Salespeople

In personal selling, the temptation to maximize short-term gains by some type of unethical conduct is always present. The forces in this figure can help salespeople deal honestly and openly ...

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