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Professional Salesmanship Chapter 3 (Ethics)

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Ethics First…Then Customer Relationships Chapter 3 Copyright © 2006 by The McGraw-Hill Companies, Inc. All rights reserved. McGraw-Hill/Irwin
Chapter 3 3-
Main Topics Social, Ethical, Legal Influences Management’s Social Responsibilities What Influences Ethical Behavior? Are There any Ethical Guidelines? Management’s Ethical Responsibilities Ethics in Dealing with Salespeople Chapter 3 3-
Main Topics Salespeople’s Ethics when Dealing with Their Employers Ethics in Dealing with Customers The International Side of Ethics Managing Sales Ethics Ethics in Business and Sales The Tree of Business Life Chapter 3 3-
Management’s Social Responsibilities ,[object Object],3-
Organizational Stakeholders ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],3- ,[object Object],[object Object],[object Object],[object Object],[object Object]
Exhibit 3-2: Major Stakeholders in the Organization’s Performance 3-
An Organization’s Main Responsibilities ,[object Object],[object Object],[object Object],[object Object],3-
Exhibit 3-3: An Organization’s Main Responsibilities 3-
What Influences Ethical Behavior? ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],3-
3- Exhibit 3-4: What Is Your Level of Moral Development? ,[object Object],[object Object],[object Object]
Exhibit 3-5: Moral Development Bell Curve 3-
Are There Any Ethical Guidelines? ,[object Object],[object Object],[object Object],[object Object],[object Object],3-
How Do You Make Your Moral-Right or Wrong Choices? (Choose One) ,[object Object],[object Object],[object Object],[object Object],[object Object],3-
Are There Ethical Guidelines? ,[object Object],[object Object],[object Object],[object Object],3-
Are There Ethical Guidelines? ,[object Object],[object Object],[object Object],[object Object],3-
Is Your Conscience Reliable? ,[object Object],[object Object],[object Object],[object Object],3-
Is Your Conscience Reliable? ,[object Object],[object Object],[object Object],3-
Are There Ethical Guidelines? ,[object Object],[object Object],[object Object],3-
To Have Ethical Guidelines You Need ,[object Object],[object Object],[object Object],[object Object],3-
The Fixed Point of Reference Must Be: ,[object Object],[object Object],[object Object],[object Object],3-
How Do You Know If What Someone Is Saying is True Or Not? ,[object Object],[object Object],[object Object],3-
Exhibit 3-6: What Is a Fixed Point of Reference? ,[object Object],3-
Will The Golden Rule Help? ,[object Object],[object Object],[object Object],[object Object],3-
Exhibit 3-7: Examples of World Religions Which Embrace the Golden Rule ,[object Object],[object Object],[object Object],[object Object],[object Object],3-
3- What Do You Use For a Moral Compass?
Management’s Ethical Responsibilities ,[object Object],[object Object],3-
What is an Ethical Dilemma? ,[object Object],3-
Ethics in Dealing with Salespeople ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],3-
Benefits of Respecting Employees Rights ,[object Object],[object Object],[object Object],[object Object],3-
Salespeople’s Ethics in Dealing with Their Employers ,[object Object],[object Object],[object Object],[object Object],[object Object],3-
Ethics in Dealing with Customers ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],3-
Ethics in Dealing with Customers ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],3-
The International Side of Ethics ,[object Object],[object Object],[object Object],3-
Managing Sales Ethics ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],3-
Ethics in Business and Sales ,[object Object],[object Object],[object Object],[object Object],3-
Helpful Hints to Making Career Decisions ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],3-
Do Your Research to Find an Ethical/Moral Employer. Is the Employer’s... ,[object Object],[object Object],[object Object],[object Object],[object Object],3-
Exhibit 3-13: What Do You Look for in an Employer? 3-
3- Exhibit 3-14: The Tree of Business Life I T C Ethical Service Builds T r u e Relationships ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],T T T T T T T T T T T
Golden Rule + Tree of Life 3- ,[object Object],I T C T T T T T T T T T T T Ethical Service Builds T r u e Relationships
Ethics Rule Business 3-
Summary of Major Selling Issues ,[object Object],[object Object],[object Object],[object Object],3-
Summary of Major Selling Issues, cont… ,[object Object],[object Object],[object Object],3-

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Professional Salesmanship Chapter 3 (Ethics)

  • 1. 3-
  • 2. Ethics First…Then Customer Relationships Chapter 3 Copyright © 2006 by The McGraw-Hill Companies, Inc. All rights reserved. McGraw-Hill/Irwin
  • 4. Main Topics Social, Ethical, Legal Influences Management’s Social Responsibilities What Influences Ethical Behavior? Are There any Ethical Guidelines? Management’s Ethical Responsibilities Ethics in Dealing with Salespeople Chapter 3 3-
  • 5. Main Topics Salespeople’s Ethics when Dealing with Their Employers Ethics in Dealing with Customers The International Side of Ethics Managing Sales Ethics Ethics in Business and Sales The Tree of Business Life Chapter 3 3-
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  • 8. Exhibit 3-2: Major Stakeholders in the Organization’s Performance 3-
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  • 10. Exhibit 3-3: An Organization’s Main Responsibilities 3-
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  • 13. Exhibit 3-5: Moral Development Bell Curve 3-
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  • 27. 3- What Do You Use For a Moral Compass?
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  • 40. Exhibit 3-13: What Do You Look for in an Employer? 3-
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