Answer to Question #296811 in Marketing for Theresa Harvey

Question

1). Describe how ethical decisions can influence relationships in selling.

2). Use examples to illustrate factors that influence ethical conduct in salespersons.

Answer 1

1. In the business world, ethics is crucial. In the context of personal selling, when one-on-one engagement and relationship development are required, ethics is critical to the long-term success of the connection. Many people prefer sales jobs because they have the freedom to make their own judgments, close transactions, and please consumers. With freedom, however, comes the duty to act ethically. Salespeople are prone to ethical dilemmas. Most of the time, salespeople work undetected and unsupervised in the field. There is no one to monitor their operations and determine if they are functioning ethically or not.Some ethical activities may be related to the corporation, while others may be related to customers. Salespeople may declare incorrect working hours, falsify sales figures, and make a large number of calls. In order to close the sale, they may also disclose information to the customer.
2. There are numerous aspects that influence personal selling ethics. These could include the following: Age: Because the length of a person's profession is linked to their age, experienced salespeople have been found to be more focused on careful execution of their obligations and less involved in unethical sales practices. Gender: According to reports and studies, women are more ethical in their marketing behavior than males. Personal Values: A person's personal values have a significant impact on salespeople's ethical behavior. Many times, a salesperson's values gained as a child influence his behavior on the job.