Principle and Practice of Selling Essay

Ethics may be defined as the study of what is cheeseparing and bad or what is objurgate or wrong. It involves moral code lease controlling the individuals and societies. People may differ sharply about what is nice or un respectable doings, especially in complex, agonistical areas similar business. Thus, in business areas, properly or wrong decision making commonly is based on economic criteria. Ethical dilemma can arises in a situation when each alternative choice or behaviour has some 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 deals reps moral philosophy in dealings with customers, salespersons morality in dealing with their employers, salespersons ethical motive dealing with their competitors and as well managing sales morals. In the first subtopic for salespersons ethics in dealing with their employers , the salesperson should know that misusing the company asset is unrivaled of the right or wrong behaviour.As everybody knows, the company assets are only be allowed to be use for official purpose only. Next, the moonlighting attitude where some employees go beyond long lunch hours, taking personal phone calls and as well excessive socializing to actually moonlighting on part time jobs during the very(prenominal) hours they are supposed to be working for their primary employer. More than that, technology theft is in any case 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 emolument by taking the organizations customer records to use for their future benefits. Last further not least, affecting other salesperson is also the wrong practices of one salesperson where he or she affect other salesperson like they may take customers away from co-workers. In next subtopic salespersons ethics in dealing with customers, there are some grand points that every salesperson should be alert and aware of. Bribe is where a salesperson may attempt to bribe a emptor by offering money, gift, etc. The salesperson can be charged under law if they do so.Apart from that, misrepresentation can be in order to win the sale, some salesperson will promise ofttimes more than they can deliver with the idea that the customers will later intromit some reasonable excuses. The following point is tie-in sales. It occurs when a buyer is required to buy other, unwanted products in order to buy a particular line of merchandise. Lastly, monetary value discrimination. Many salespersons may practice price discrimination to improve their sales. Price discrimination refers to selling the same total of the product to different buyer at different prices.The next atom in this chapter is managing sales ethics, which is include follow the leader, leader selection is important, ready a code of ethics, create ethical structures, encourage whistle-blowing, create an ethical sales climate and establish control systems. Follow the leader heart and soul 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 noble takes 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 set concerning ethics and social issues. Beside that create ethical structures cab be dual-lane into ethical committee which group of executives appointed to oversee company ethics and second is ethical ombudsman where official given the responsibility of corporate moral sense that hears and investigates ethical complaints and informs top management to potential ethical issues. Encourage whistle-blowing i s employee revealing of illegal, immoral, or illegitimate practice on the employers part.Also, the top level manager must support code of ethics to create an ethical sales climate. Lastly, establish control systems in managing the sales ethics sum dismissal, demotion, suspension, reprimand and withholding of the sale commissions would be possible penalties for unethical sale practices. As an addition 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 discuss about some(prenominal) salespeoples ethic in dealing with their competitors. Firstly, smirch the competitors publicly.It is unethical to belittle the competitors by picturing their product as inferior or purge 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 fit competitors share of shelf space placing competing products at back or move them together. Moreover, it could encourage the same action from competitors. Third is untruthful statement, where also unethical to salespeople to make untruthful stamen about their competitors and might ruin the salespersons reputation easily.And at long last tempering the competitors product which is not only unethical but also illegal for salespeople to damage competitors product, tamper with their displays and point of sale materials or decoct their product shelf space in retail 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.