Chapter 29
Ethics for Sales Pros*
CHAPTER OVERVIEW
The Need for an Ethical Selling Framework
A Definition of Ethics
Why Sales Ethics Are Important
The Case for an Ethical Code
Areas of Responsibility in Selling
Named Stakeholders in the Selling Context
The Ethics Triad®
Building Trust and Credibility in the Selling Context
Legal Concerns of Sales Stakeholders
Professional Ethics Framework
Introduction
Company Code of Conduct
The Professional Buyer’s Bill of Rights
The Company Ethical Code
Ethical Challenges and Case Studies
Introduction
Scenario 1
Scenario 2
Scenario 3
Scenario 4
Scenario 5
The information in this chapter, which comes largely from Brian Lambert, can help your organization create a structured and powerful approach to ethical behavior in the ...
