Ethics & Sales Managers Essay, Research Paper
Ethics and Sales Managers.
Sales managers play very important roles in developing and creating a sales force and a sales strategy that is based and focused on ethical concerns. Slaes managers have the ability to influence the ethical atmosphere of a company or organization during the selection and strategy developing process. Most likely they will be involved directly when the hiring process begins. They will also be accountable for training of the new team of sales representatives. It will be within a mangers job description to develop and implement a code of ethics. He or she will have to teach it during the training period and enforce from there on.
When managers are making decision that concerns ethical issues, there are various factors determining the outcome of the decision. ” Personal moral philosophy” is one of the factors. This idea is based primarily upon some ethical theories relating to deontology, teleology, and ethical skepticism. : Within this framework, individual’s moral philosophies can be parsimoniously represented by the extent to which they are relativistic and idealistic. Although empirical studies have examined moral philosophy and it’s impact on the ethical decision making of marketers to date, there has not been a large-scale national study of sales managers’ moral philosophies. The perception exisits that those in sales and sales management have lower ethical standards than those in other business occupations” (Bass; Barnett and Brown, 1998).
For years, public perception towards sales persons has been wined down to having low ethical standards. This negative perception creates a problem for the sales profession. Well-qualified people hesitate when initiating a career in this area with the reputation it carries. This is why it is is somewhat difficult to develop an effective sales mechanism where it would satisfy every party involved.
Some reasons for this low perception for sales people are sales visibility, intense competitive pressures, reward systems, and the boundary- spanning role of the sales function. It is possible that the sales profession is envisioned poorly ethically wise, not for the profession itself but for the self-selection process of an individual with weak ethical philosophy to enter themselves into that career. It means that some individuals with different ethical philosophy and standard could enter the sales profession since certain types of behaviors are not seen as unethical by these people.
There is no evidence however that there is anything considerably different about sales professionals or about their ethical standards. To date, however, there is some evidence that sales managers differ from others in the terms of moral philosophy. In one study, Dubinsky and Gwin (1981) fount that salespeople were less sensitive to ethical problems than their buyers. Singhapakdi and Vitell (1992), conversely, discovered no significant differences between those in sales and other marketer on perceptions of ethical problems. One difference was that those in the sales profession where most likely to rate self-interest above the interests of others. Henthorne, Robin, and Reidenbach (1992) found that sales managers were less critical of unethical behavior than other managers”.
Ethical Situations in Sales.
Sales managers face ethical situations with not just their company they work for but also with the sales force itself and the customers. One situation that is very common in this business where ethical decisions are to be made is with regards to the sales force. Companies will many times assign certain areas to sales representatives so that they can “build a territory into a profitable territory for sales”. When representatives that work hard and put a lot of time and effort into the realization of the territory to become profitable and starts having high earnings, an executive might decide to split the territory. Management may also take over the territory saying it is a very important territory for sales representative to be handling.
When sales managers change jobs there are many ethical implications that are of a concern. A manager may want to persuade employees that worked for him to go work for him at the new job. Sometimes, the manager may have knowledge that is critical to the success of a sale in that particular market and therefore jeopardize the market share of the company that he or she worked for.
When it comes to customer sales, sales representatives may not educate the customer to its full so that they can make an informed decision on the product they are going to purchase. Unethical sales personnel may oversell products for their own personal commission benefit. It is important to avoid gift giving that is unethical or in bad taste. There are some guidelines that can be followed to avoid these mistakes. A gift should never be given before a customer does business with the firm. Gift should not be given to customer’s spouses. The value of the gifts should be kept confidential to avoid the appearance of undue influence on future purchase decisions. Some good ways of maintaining relations with customers are through entertainment. But the money spent on it has to be spent wisely.
Другие работы по теме:
Ethics 3 Essay Research Paper EthicsThere are
Ethics 3 Essay, Research Paper Ethics There are many people in the world today that want their lives to end in a certain way. Some want to fulfill a dream or do something they weren t able to do before; yet there are some people who want to feel like they have done something for others which have helped another person in there live today.
Ethics In America Essay Research Paper New
Ethics In America Essay, Research Paper New York ?Amen, I say to you, whatever you did for one of the least of my brothers, you did for me.? Matthew 25:40 The poor, the sick, and the children. These are the three most vulnerable groups in our society and in upper Manhattan?s Washington Heights neighborhood there are plenty of them.
Beowulf And Batman Essay Research Paper The
Beowulf And Batman Essay, Research Paper The classic hero possesses strength, ethics; and, above all, fights evil. This model applied in the time of Beowulf and still applies today, only slightly modified. As a result of such innovations as television and fashion magazines, society has come to value physical attractiveness and sexual prowess, as evident in the example of Batman, a modern day hero.
Authenticity Charles Taylor
“Ethics Of Authenticity” Essay, Research Paper In The Ethics of Authenticity Charles Taylor makes a radical claim that we only become capable of understanding ourselves and defining our identity through dialogue. He says humans are fundamentally dialogical creatures (29) and cannot develop into individuals without interaction with others.
Socrates And Ethics Why One Should Be
Moral Essay, Research Paper Why should one be moral? Epistemology deals with truth versus opinion. Questions include what is truth, and what is its source? Is truth absolute or relative? Lastly, Ethics deals with right and wrong. It also deals with the interactions between people and their society.
Ethics For A New Millinium Essay Research
Paper Ethics for a New Millinium In a rapidly growing market, responsible and reliable service is a must for any business to be successful. Ensuring ethics in the work place not only makes for more productive workers, it also insures happy customers. If ethical behavior is not followed by employees on all levels, the productivity will be affected.
Virtue Based Ethical Systems Essay Research Paper
Virtue-Based Ethical Systems For centuries, philosophers have argued over a controversial issue of morality. Could a person who makes moral decisions unhappily be as moral as a person who makes them happily? One philosophy on that issue ranges as far back as Plato and Aristotle, this is the concept of virtue-based ethical systems.
Aristotle On Ethics Essay Research Paper 1
Aristotle On Ethics Essay, Research Paper 1) Explain fully Aristotle?s approach to Ethics. What is the goal of the ethical life? What type of soul is capable of realizing the good life? How do we
Psychology And Its Relations To Common Sense
Essay, Research Paper Psychology and common sense are codependent, and we, as people, depend on them as well. For example, if a psychologist was interviewing a patient to try to find the cause of a certain condition, and the psychologist asked the patient about his/her drug history and found it to be quite extensive, then common sense would lead the psychologist to believe that the patient’s condition was caused by drugs, the use of which is an example of bad ethics.
Ethics In American Beauty Essay Research Paper
Ethics in “American Beauty” The word ethics is derived from the Greek work “ethos,” which refers to the character and sentiment of the community, and standards of behavior. Ethical means conforming to the standards of a given profession or group. Any group can set its own ethical standards and then decide to live by them or not.
Ethics Essay Research Paper Managing ethics in
Ethics Essay, Research Paper Managing ethics in the workplace holds tremendous benefit for leaders and managers, benefits both moral and practical. With the work place becoming more diverse, managers face ethical choices more and more every day. With that they must be prepared to not only answer to it, but also to set the example for their subordinates.
Ethics Essay Research Paper Ethics 1 are
Ethics Essay, Research Paper Ethics (1) are an individual?s personal beliefs about what constitutes right and wrong behavior. Important areas of ethical concern for managers are how the organization treats its employees, how the employees treat the organization, and how the organization and its employees treat other economic agents.
Spinoza
’s Ethics, Part I Proposition 33 Essay, Research Paper Baruch Spinoza believes the essence of God includes God’s existence and discusses the causality of God through his ontological work, Ethics. In Ethics, Spinoza is seeking a method of truth through the perfect being. The essence of what that perfect being expresses, using this method of truth, is God (i.e. the perfect being).
Ethics In Law Enforcement Essay Research Paper
The guest speaker for the ethics in law enforcement lecture was Neal Trautman. Mr. Trautman was a founder of the Law Enforcement Training Network, the world?s largest provider of police training. Mr. Trautman has worked numerous years trying to achieve a standard of ethics within law enforcement. He believes that integrity is the core of America and also the greatest need for the United States and our law enforcement.
Ethics In Research Essay Research Paper The
Ethics In Research Essay, Research Paper The study of psychology often requires the use of experimental methods to gather important information for the betterment of the human race. Experiments often involve the use of humans and animals. What can be done to a human or animal in the name of science and research is a question of ethics.
Ethics Or Moral Philosophy Essay Research Paper
The field of ethics, also called moral philosophy, involves systematizing, defending, and recommending concepts of right and wrong behavior. Philosophers today usually divide ethical theories into three general subject areas: metaethics, normative ethics, and applied ethics. Metaethics investigates where our ethical principles come from, and what they mean.
Ethics 4 Essay Research Paper Connie Science
Ethics 4 Essay, Research Paper Connie Science s moral dilemma of whether or not to break government ethics laws regarding the acceptance of lobbyist s gifts has come to its climax where she must choose if she will jump on the bandwagon or not. Ms. Science could use a number of methods to come to a logical and morally sound conclusion.
American Ethics Essay Research Paper American Beauty
American Ethics Essay, Research Paper American Beauty is a very intricate film portraying the sarcasm intertwined within American values, or beauties. Every scene within American Beauty influences each character in the movie as well as other scenes. The structure of this flick is as if it were not possible to remove one scene from the work, otherwise the entire movie would collapse like a domino effect.
Ethics Of Duty And Virtue Essay Research
Paper The most basic question in ethics of duty and ethics of virtue is what is human excellence, and how is it achieved?. However, the two fundamental approaches to answering this are significantly different. Ethics of duty focuses more on differentiating between what is morally right or wrong and on what our moral obligations are to ourselves and to our society.
Ethics In Criminal Justice
– Forgiveness Essay, Research Paper Ethics in Criminal Justice Forgiveness The issue to be discussed concerns the act of forgiving. Forgiveness can be shown in many different ways. The degree of forgiveness depends on one?s personal beliefs. There are many ethical systems that one can apply forgiveness to.
Business Ethics Essay Research Paper As an
Business Ethics Essay, Research Paper As an editor of a weekly magazine, there are many responsibilities. Upper management recently came to the editor and told him that sales have dipped dramatically. He was also told, that if things do not turnaround soon, heads will roll. Along comes a story that he knows is ethically wrong, but will sell many magazines.
Business Ethics Essay Research Paper Let
Business Ethics Essay, Research Paper Let’s Start With “What is ethics?” Simply put, ethics involves learning what is right or wrong, and then doing the right thing, but “the right thing” is not nearly as straightforward as stated in a great deal of business ethics literature. Most ethical dilemmas in the workplace are not simply a matter of “Should Bob steal from Bill?” or “Should Sue lie to her boss?”
The Classical World Essay Research Paper The
The Classical World Essay, Research Paper The Classical World The Classical World made many contributions to the development of science, literature, and ethics. These contributions have influenced the modern world
La Enforcement Code Of Ethics Essay Research
Paper LAW ENFORCEMENT CODE OF ETHICS As a law enforcement officer, my fundamental duty is to serve the community; to safeguard lives and property; to protect the innocent against deception, the weak against oppression or intimidation and the peaceful against violence or disorder; and to respect the constitutional rights of all men to liberty, equality and justice.
Linda Pastan And Sharon Olds Essay Research
Paper The poems ?Ethics? and ?35/10? by Linda Pastan and Sharon Olds are surprisingly alike. Each poem tells a story with the speaker being the author. She speaks directly to the audience. Although the number of lines differ, the
Kant S Ethics Essay Research Paper Kant
Kant S Ethics Essay, Research Paper Kant s Ethics In the Metaphysics of Ethics (1797) Kant described his ethical system, which is based on a belief that the reason is the final authority for morality. Actions of any sort, he believed, must be undertaken from a sense of duty dictated by reason, and no action performed for expediency
Business Ethics Essay Research Paper Rewards for
Business Ethics Essay, Research Paper Rewards for “Good” Business Ethics Business ethics can be viewed as the principles and standards that guide behavior in the world of business. Especially in today’s society, understanding and practicing the concepts of ethics is a key factor that many organizations stress among employees.
Business Ethics Essay Research Paper Business EthicsWhat
Business Ethics Essay, Research Paper Business Ethics What is business ethics? The answer to this question may be as simple as a company that complies with all the relevant rules and regulations. Or it may be more complex detailing the ways in which the corporation interacts with the world at large. The answer may also depend on who is asked the question.
Computer Science Ethics Essay Research Paper The
Computer Science Ethics Essay, Research Paper The purpose of this article is to state the issues in computer ethics and the integration of these into the Information Technology curriculum. This article states the facts in an unbiased manner. It brings up points from both sides; the advocation of the ethics course and the probability that many of these issues won?t even be relevant to your job.
Land Ethics Essay Research Paper Land Ethics
Land Ethics Essay, Research Paper Land Ethics in Our Communities While wading through the reserved reading in the library, I came across the article, ?The Land Ethic?, which caught my eye, as well as sparked an interest deep within me. It revealed the idea that we, as humans, tend to be quite caught up in the idea of community; community between neighbors, co-workers, etc. seems to be something we strive for in our society.
Ethics 2 Essay Research Paper EthicsIn Linda
Ethics 2 Essay, Research Paper Ethics In Linda Pastan s poem “Ethics,” the speaker recounts a moral dilemma that her teacher would ask every fall, which has been haunting her for a long time. The question was “if there were a fire in a museum / which would you save, a Rembrandt painting / or an old woman who hadn t many / years left anyhow?” and the speaker tells us through the theme that ethics and moral values can be only learned from the reflection which comes through experience and maturity.
Ethics Essay Research Paper Ethics have a
Ethics Essay, Research Paper Ethics have a fluid existence therefore making them extremely difficult to define. They are in a constant state of change. They change with the times within the individual. People change their ethics though the course of their lives due to things they’ve experienced and lessons they’ve learned.