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26 August lecture notes

by: Nurbol Beketov

26 August lecture notes MKT 231

Marketplace > Marketing > MKT 231 > 26 August lecture notes
Nurbol Beketov

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About this Document

Notes for 26 August lecture
Principles of Selling
Davis, Sara
Class Notes
Selling, Marketing




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This 3 page Class Notes was uploaded by Nurbol Beketov on Tuesday January 12, 2016. The Class Notes belongs to MKT 231 at a university taught by Davis, Sara in Fall 2015. Since its upload, it has received 48 views.


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Date Created: 01/12/16
MKT 231 31 august 2015 Moral and thics Levels of moral development 1) Pre conventional – (for example, toddlers). Simple obedience and punishment: they may behave themselves, not because it is wrong, but because you can be punished or not get a reward. 2) Conventional – interpersonal and conformity (for example, you conform to social norms) 3) Principled – not everyone makes it to this level of moral development. On this level a person thinks what is better for the society in whole. If a person does not steal, it is not due to them being afraid of breaking the law, but because one just realizes it is something that may hurt society. Ethical issues impacting sales people  Hiring and Firing  House accounts  Expense accounts  Gift Giving / Bribery  Entertainment  Sexual Harassment  Misuse of Company Assets  Misrepresentation Where a nice gesture may transform into immoral action? This is an important question regarding ethical issues. Example: a gift may turn into a bribe. It depends of the situation. Ethical frameworks  Golden Rule – Treat others as you would like to be treated.  Utilitarianism – Greatest good for greater number of people.  Intuitionalism – Intuitive knowledge of morality  Moral Idealism – certain rights and duties are universal. Buyers think that sales people  Exaggerate benefits of products  Pass blame to someone else  Lie about product availability  Misrepresent guarantees  Lie about the competition  Sell products not needed  Make oral promises (not legally binding)  Are not interested in customer needs  Answer questions without knowing answers  Sell hazardous products 10 ways to keep sales people honest 1. Provide help from the top 2. Develop and circulate policy 3. Foster the proper moral climate 4. Set realistic sales goals 5. Institute controls 6. Encourage help-seeking 7. Coach sales people to avoid shady deals 8. Work with competitors 9. Incorporate whistle-blowing (whistle blowing is reporting company’s bad actions) 10. Have sales people keep their perspective.


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