Selling Today: Partnering to Create Value, 14/e

Influence of Company Policies and Practices

Company policies and practices can have a major impact on the ethical conduct of salespeople. Many employees do not have well-developed moral sensitivity and, therefore, need the guidance of ethics policies. These policies should cover distributor relations, customer service, pricing, product development, and related areas.11

Developing policy statements forces a firm to take a stand on various business practices. Distinguishing right from wrong can be a healthy activity for any organization. The outcome is a more clear-cut philosophy of how to conduct business transactions. Furthermore, the efforts of salespeople can be compromised by the unethical actions of their companies. Selling products for a ...