Sales Ethics Essay -- essays research papers fc

Sales EthicsWhat are they and how can they be better Followed?To fully date the nature of the question posed one must know the meaning of ethics. Websters dictionary defines ethics as the philosophical study of the moral prize of human conduct and of the rules and principles that ought to govern it moral philosophy, the moral fitness of a decisiveness, course of action, etc. Basic aloney, I believe ethics is how one makes a decision according to the social norm that surrounds him. The social norm includes not only the culture but the laws and standard subprograms of the environment. These laws and norms must be fully understood in front one can understand the ethical significance of ones decision. With that definition being stated we must look at the environment in which the activity in question occurred, a common sales exchange. The salesman obviously works for a company that governs his behaviors and measures his work. Therefore, they provide a structure of rules for him to fo llow in his job. In my opinion, by breaking these rules he has acted wrongly. The world of business is very complex and filled with decisions. Wither large or small they all energize an effect on the final product. Often times employees are monitored very heavily and are not given the change to make an wrong decision. Salesmen however are not monitored and can make decisions that greatly benefit themselves and not the company. This is the case in the example given to us. Because of the salesmans lack of performance he has to alter his actual performance to make it seem like he is doing his job right. While this is a small and seeming insignificant procedure it can hurt a company very badly. It is not ethical and is very bad business conduct. Some whitethorn say that this practice is all right and does not affect a company in any way. This is not true. The losses associated with these types of unethical behavior average more than $3,000 per employee per year in tangible, measurabl e costs. That doesnt count the losses in customer confidence, damage to the organizations reputation, loss of employee commitment to and confidence in leadership, or other, less-tangible costs.( Navran, Frank, 1997) Companies have guidelines for a reason. If they are lost then they loose money and c... ...unethical behavior in the pursuit of business objectives. One quarter reported that their companies managers look the other way and ignore unethical business conduct to meet business objectives. ( Navran, Frank, 1997) If managers keep pushing and pushing then salesmen will soon not be able to keep up. They almost have to cheat to keep their job. There are many unethical practices going on in todays business world. While they may seem insignificant they create a downward spiral that could eventually kill their business. Both managers and salesmen need to work together to eliminate the problem. Until they do unethical behaviors will continue to occur. Works CitedAre Your Employees Cheating to Keep Up? Ed. Navran, Frank. Copyright ACC Communications Inc 1997Do Sweat the Small Stuff. Ed. Meyer, Charlene. Journal for Quality & fellowship 26, no. 1 (Spring 2003) p. 31-32A Typology of Situational Factors Impact on Salesperson Decision Making About Ethical Issues. Ed. Ross, William Robertson, Diana. Journal of Business Ethics 46, no. 3 (Sep 2003)