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1 . Don't Purposely Misrepresent Whatever. Never, Hardly ever, Never Sit to a Client. About Whatever. Ever. Period. 2 . Fix Any Significant Misunderstandings That You Can. It's Possible That Your Client Will Type

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  • 1 . Don't Purposely Misrepresent Whatever. Never, Hardly ever, Never Sit to a Client. About Whatever. Ever. Period. 2 . Fix Any Significant Misunderstandings That You Can. It's Possible That Your Client Will Type
 1 . Don’t Intentionally Misrepresent Anything. Never, Never, Never Lie to a Customer. About Anything. Ever before. Period. installment payments on your Fix Any Important...

• CHAPTER a few

ETHICAL AND LEGAL

CONSIDERATIONS

IN SELLING

Glengarry Glen Ross

•What were the principal honest predicaments which usually Sheldon Levine (Jack Lemmon) and his cohorts faced? •How could Shelley's extenuating circumstances rationalize his activities? •What types of exterior pressures inspired the salespeople's unethical selling practices? •How did the sales administrator (Kevin Spacey) and top management (Mitch & Murray) foster the unethical methods? •How the nameless mindset speaker (Alec Baldwin) addresses the issues of ethics? •How does Dave Moss (Ed Harris), justify breaking the law? •How does George Aaronow(Alan Arkin) violate guidelines of ethics? •What was unethical about Ricky Roma's (Al Pacino) methods in prospecting and closing Wayne Link (Jonathan Pryce)? •Why was Ricky Roma's handling of Mr. Link 's cancellation dishonest? •How would you change the revenue environment to promote ethical advertising practices with no compromising total sales performance? ________________________________________

• The Power of Ethical Management

by simply Dr . Tobey maguire Blanchard & Dr . Grettle Vincent Peale

The basic meaning of their book is simple:

1 . You don't have to cheat to win!

2 . " Nice folks may may actually finish previous, but usually they are running in a different competition. ” several. Cheating, laying, and short-changing the customer on service 1 . may take a satisfactory revenue today,

2 . however it is a sure way to court failing for the future.

________________________________________

• THE HONEST DILEMMA:

Do honest salespeople finish previous?

Honest Questions

•What method can we use to identify moral specifications?

•Why be moral at all?

•Are right now there moral specifications which are common to all mankind? •Is cost-free will a crucial condition for moral compliment or fault?

The Origin of Ethics

1 . Legal Standards are enforced

installment payments on your Ethical specifications come from society

Basics for Moral Systems

Deontological•Standards-based ethics

•uses specific guidelines

Teleological•Results-Based Integrity

•defines correct and wrong in terms of outcomes

Utilitarianism•Started by simply Jeremy Bentham (1748-1832)

•Tried to reform a few of the unfair regulations in England

•Developed a theory which the morally appropriate rule was the one that provided o" the best good to the greatest number of individuals. The greatest good for the greatest number" Ethical Ambivalence •results from learning that everything can be relative. •Are there any kind of moral absolutes?

Is the terminology of values different from other uses of language? Recommendations for Moral Behavior

Universal Nature •The golden guideline

•Everyone performs by the same rules

Truth Telling•Trust helps cooperation

Responsibility for One's Actions•Don't blame others for your concerns •The " victim" mentality

________________________________________

• INFLUENCES WITHIN THE SALESPERSON'S INTEGRITY

Company Code of Integrity

Government action and fear of retribution have got induced more companies to take on a code Typical

concerns

covered•Expense accounts

•Gift supplying

•Unethical needs by a customer

•Promises regarding performance or delivery

•Selling unnecessary products

Role Modeling by Executives and Sales Managers

Illustrations Set by simply Colleagues and Competitor

The base Line•Profit?

•Survival?

Groupthink

•peer pressure

•group builds up a set of shared perspectives that will be unrealistic tend to be strongly supported by the members of the group.

Gamesmanship

earning

for the sake of winning

• MAKING A PERSONAL CODE OF ETHICS

Responsibility

to

Self•your conscience

Responsibility

to

your

Company•Inaccuracies in Charge Accounts

•Honesty in Employing Time and Assets

•Accuracy in Filling Out Purchase Forms

•Representing the Company

Responsibility

to

Competitors

Responsibility

to

Customers•Overselling and Misrepresenting Products or Services •Keeping Information

•Gifts

•Entertainment...

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