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Jun 20, 2019 · Companies must take steps to protect themselves from the risk of sales fraud: and our research with over 1,000 sales professionals in 50 companies has uncovered some best practices that we...
Nov 16, 2021 · Ethical salespeople who act respectfully and responsibly are more motivated, less stressed, and achieve better results. Jaime Castelló, marketing lecturer at Esade, outlines best practices for sales teams. This feature is adapted from a longer article in the Spanish edition of Harvard Business Review.
- Jaime Castelló
Jul 27, 2023 · If you’re a current or prospective leader concerned about navigating difficult situations, here's an overview of business ethics, why they're important, and how to ensure ethical behavior in your organization.
- Training
- Proposition
- Norms and Values, Codes of Ethics, Policies
McClaren identified nine studies dealing with education and one with training, noting that “the distinction between levels and types of education and training is frequently not made clearly in the literature” (2000, p. 289). The main issues from the previous review were a lack of studies investigating training, the need to determine the relationshi...
Ethics training communicating sales specific work-related norms will have a greater effect in reducing the ethical conflict of sales practitioners compared to general ethics training.
Of the nine studies dealing with codes of ethics identified by McClaren (2000), five described the nature, severity, and ranking of ethical issues. Four examined the effect of the perceptions of the severity of the act, the internalization of values, and the structure of ethical decision-making. The treatment of codes of ethics in the previous revi...
- Nicholas McClaren
- nicmac@deakin.edu.au
- 2013
Chapter 13: Professional Selling. 13.4 Ethics in Sales and Sales Management. Learning Objectives. Compare and contrast common ethical challenges facing salespeople and sales managers. Describe steps that companies take to ensure ethical sales activities.
Justice in Business. Although no ethical framework is perfect or fits a particular era completely, Rawls’s justice theory has distinct advantages when applied to business in the twenty-first century.
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Apr 10, 2023 · The simplest way to define sales ethics is by naming it a set of sales behaviors that bring fairness, honesty, and integrity. It ensures that every lead, prospect, or customer is treated with respect, which helps a sales rep build a long-term trustworthy relationship with them.
