13:  Ethical and Legal Considerations In Personal Selling

 

Meet Renata Bitoy

 

A.  What are ethics?

 

           

            Business Ethics:

 

 

            Ethical Image of Salespeople:

 

 

            Honesty is Not for Sale (406)

 

 

B.  Ethical Concerns of Salespeople

 

            1.  Customer Relationships

 

 

 

 

           

            2.  Treatment of Coworkers

 

 

 

 

 

            3.  Treatment of Competitors

 

 

 

 

 

            4.  Salespeople’s Ethics and Their Company

 

 

 

 

 

            5.  Ethical Concerns of Salespeople

 

 

 

            From the Command Post (415)

C.  The Company’s Ethical Eyes and Ears in the Field

 

            1.  Product Quality and Service

 

 

            2.  Pricing

 

 

            3.  Distribution

 

 

            4.  Promotion

 

 

            Table 13.1 (417)

 

 

D. Laws Affecting Business-to-Business Personal Selling

 

            What are some of the legal areas which impact selling?

 

 

 

 

 

 

 

 

 

E.  Ethics and Regulation in International Sales

 

            What are the three laws impacting international sales?

 

 

 

            What are some considerations when selling internationally?

 

 

 

 

 

            Table 13.2

 

 

F.  Ethical Decision Checklist (Table 13.3)