Ethics & Sales Managers

A detailed Summary of Ethics & Sales Managers


Sales managers play very important roles in developing and creating a sales force and a sales strategy that is based and focused on ethical concerns. Slaes managers have the ability to influence the ethical atmosphere of a company or organization during the selection and strategy developing process. Most likely they will be involved directly when the hiring process begins. They will also be accountable for training of the new team of sales representatives. It will be within a mangers job description to develop and implement a code of ethics. He or she will have to teach it during the training period and enforce from there on.

When managers are making decision that concerns ethical issues, there are various factors determining the outcome of the decision. " Personal moral philosophy" is one of the factors. This idea is based primarily upon some ethical theories relating to deontology, teleology, and ethical skepticism. : Within this framework, individual's moral philosophies can be parsimoniously represented by the extent to which they are relativistic and idealistic. Although empirical studies have examined moral philosophy and it's impact on the ethical decision making of marketers


There is no evidence however that there is anything considerably different about sales professionals or about their ethical standards. To date, however, there is some evidence that sales managers differ from others in the terms of moral philosophy. In one study, Dubinsky and Gwin (1981) fount that salespeople were less sensitive to ethical problems than their buyers. Singhapakdi and Vitell (1992), conversely, discovered no significant differences between those in sales and other marketer on perceptions of ethical problems. One difference was that those in the sales profession where most likely to rate self-interest above the interests of others. Henthorne, Robin, and Reidenbach (1992) found that sales managers were less critical of unethical behavior than other managers".

Sales managers face ethical situations with not just their company they work for but also with the sales force itself and the customers. One situation that is very common in this business where ethical decisions are to be made is with regards to the sales force. Companies will many times assign certain areas to sales representatives so that they can "build a territory into a profitable territory for sales". When representatives that work hard and put a lot of time and effort i

Some common words found in the essay are:
Sales Sales, Managers Sales, Barnett Brown, Singhapakdi Vitell, Robin Reidenbach, Dubinsky Gwin, sales managers, sales representatives, sales profession, sales sales, ethical standards, sales force, moral philosophy, managers ethical situations, territory profitable, managers ethical, territory sales,

Approximate Word count = 851
Approximate Pages = 3 (250 words per page double spaced)

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