What are some common ethical situations that occur between salespeople and customers? What control systems can an employer implement to create an ethical sales climate?
What will be an ideal response?
Some common problems sales personnel face include bribes, misrepresentation, price discrimination, tie-in sales, exclusive dealership, reciprocity, and sales restrictions. Control systems must be established to determine whether salespeople give bribes, falsify reports, or pad expenses. Dismissal, demotion, suspension, reprimand, and withholding of sales commissions would be possible penalties for unethical sales practices.
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