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Managing Organizational Deviance - Assignment Example

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In the paper “Managing Organizational Deviance” the author analyzes various codes of ethics which include: the organization codes, professional codes, business involvement codes, and the advisory group codes among others. Even though most individuals doubt, sales and ethics can be compatible…
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Managing Organizational Deviance
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Download file to see previous pages Ethics in an enterprise include salespeople being honest, just and fair to all. Some individuals may perceive sales ethics as being an oxymoron or rather a contradiction depending on a number of factors including the culture of the people, the product itself, way the product or service is produced and delivered to customers as well as the behavior of the salespersons. The factors listed above are varied across cultures, nations and every action have both benefits and costs, which may render sales ethics an oxymoron. However, sales ethics is not an oxymoron. In most cases, it is the behavior of a salesperson, who connects the company and the customer (consumer) that largely contributes to the debate whether sales ethics is an oxymoron. If a salesperson creates and sustains a relationship that is based on honesty, commitment and trust, then the customer will be a lifelong and sales become ethical. The reason why sales ethics is oxymoron First, nothing is perfect. At times, matters beyond the control of the sales persons hamper him or her from delivering their value proposition. For example, if a salesperson promises a customer that the product will be delivered in an hour’s time and it delays, the salesperson will appear a cheat. But the delay may be occasion by traffic jam or breakdown among other genuine reasons. Secondly, the goals of the salesperson may make sales ethics a contradiction. This is true when a salesperson is driven by temptation and greed in the sense that he or she wants to make more commissions at the expense of the value delivered to the customer. For example, if a salesperson is fast-talking and extremely convincing, he or she often sells products to customers that have no value. According to Blocher (2008, 34), most adverts and salespersons do not reveal the complete story of products or services, which the buyer may not like. As a result, the customer purchases products or services that they do not need in the first place and they will feel cheated. Thirdly, salespersons may report inaccurate sales. In an enterprise, there are various forms of rewards systems which include salary, promotions, and bonuses. Among the salespeople, these systems are put in place based on their performance. However, it can result in employees being involved in unethical behavior. In order to attain sales targets employees may opt to use unethical practices such as using pressure and recording false sales. Lack of transparency may be costly to a company in the long run. It may spoil the sales, personal credibility and interfere with sales (Thorne 2008, 224). Such unethical behaviors may become persistent leading to other unethical acts, which may drive the company’s sales down significantly (Kidwell and Martin 2005, 44). Fourth, competition drives companies and their salespersons to act against good morals. Duska (2007, 90) attest that the perception that every business is in a competition, and focuses mainly on how to improve profits may conflict with the existing ethics.  ...Download file to see next pagesRead More
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