Principle and Practice of Selling Essay Example for Free

Principle and Practice of Selling examineEthics whitethorn be defined as the study of what is good and bad or what is disciplinely or incorrectly. It involves moral code conduct controlling the individuals and societies. People may differ sharply about(predicate) what is good or un estimable behaviour, especially in complex, competitive areas like business. Thus, in business areas, reclaim or ruin decision making usually is based on economic criteria. Ethical predicament can arises in a situation when each alternative choice or behaviour has close to undesirable elements due to potentially negative ethical or personal consequences. Right or wrong cannot be clearly identified. In this chapter, there are four subtopics that we need to cover that consist of sales representatives morals in dealing with customers, salespersons ethical motive in dealing with their employers, salespersons ethics dealing with their competitors and also managing sales ethics. In the first s ubtopic for salespersons ethics in dealing with their employers, the salesperson should know that misusing the bon ton as tack together is one of the right or wrong behaviour.As all(prenominal)body knows, the company assets are only be allowed to be use for official purpose only. Next, the moonlighting position where approximately employees go beyond long lunch hours, taking personal phone calls and also unjustified socializing to actually moonlighting on part time jobs during the same hours they are supposed to be working(a) for their primary employer. More than that, technology theft is also part of the salespersons ethics in dealing with employers. These days, every company provides their salesperson with computers, software and data on their customers.When the salesperson quit or is fired, they can easily take advantage by taking the organizations customer records to use for their afterlife benefits. expiry but not least, affecting other salesperson is also the unethical practices of one salesperson where he or she affect other salesperson like they may take customers away from co-workers. In close subtopic salespersons ethics in dealing with customers, there are some important points that every salesperson should be alert and aware of. Bribe is where a salesperson may attempt to bequest a sullyer by offering money, gift, etc. The salesperson can be charged on a lower floor law if they do so.Apart from that, misrepresentation can be in order to win the sale, some salesperson will promise much more than they can deliver with the idea that the customers will ulterior accept some reasonable excuses. The pursueing point is tie-in sales. It occurs when a buyer is required to buy other, unwanted point of intersections in order to buy a particular line of merchandise. Lastly, price discrimination. Many salespersons may practice price discrimination to improve their sales. Price discrimination refers to selling the same quantity of the product to di fferent buyer at different prices.The next section in this chapter is managing sales ethics, which is include follow the leader, leader selection is important, establish a code of ethics, create ethical structures, encourage whistle-blowing, create an ethical sales climate and establish control systems. Follow the leader means the Chief Executives must set the example of bad and good ethics thus the employee will know better about the right ethics as salespeople. Management must also carefully choose managers with high levels of moral development, and this is what we called as leader selection.Third is about establish a code of ethics, where a formal statement of companys values concerning ethics and social issues. Beside that create ethical structures cab be divided into ethical committee which group of executives appointed to oversee company ethics and second is ethical ombudsman where official minded(p) the responsibility of corporate conscience that hears and investigates ethic al complaints and informs top management to potential ethical issues. Encourage whistle-blowing is employee divine revelation of illegal, immoral, or illegitimate practice on the employers part.Also, the top level manager must punt code of ethics to create an ethical sales climate. Lastly, establish control systems in managing the sales ethics means dismissal, demotion, suspension, reprimand and withholding of the sale commissions would be possible penalties for unethical sale practices. As an appendage to this chapter we found salespeoples ethics in dealing with their competitors beside of their ethics to customers and employers as mentioned above. Here we will converse about several salespeoples ethic in dealing with their competitors. Firstly, belittle the competitors publicly.It is unethical to belittle the competitors by picturing their product as inferior or even shoddy and worthless. To gain the trust from customers, salespeople may even indicate that competitive products are better. Second is stealing shelf space. It also unethical to turn over competitors share of shelf space placing competing products at back or crowding them together. Moreover, it could encourage the same save from competitors. Third is untruthful statement, where also unethical to salespeople to make untruthful stamen about their competitors and might ruin the salespersons temper easily.And finally tempering the competitors product which is not only unethical but also illegal for salespeople to modify competitors product, tamper with their displays and point of sale materials or reduce their product shelf space in sell store and elsewhere. In conclusion, to be an ethical salesperson we must to well known the good ethics that should be followed and what is the bad ethic that should be avoid. Salespeople that do the right things will success in future while part of them who do the wrong things might be fired one day or might face many problems especially law.