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Ethics Management - Essay Example

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Introduction Ethics is important and insinuate proper behavior. The moral content of conduct is clearly portrayed by ethics. Behavior perceived to be ethical in business is mainly what society considers being right in such a context. The dilemma in business is that, if a certain moral code accepted widely was to be agreed upon, would it be applicable to most business activities?…
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Ethics Management Essay
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"Ethics Management"

Download file to see previous pages However, for sales individuals and organizations, it can be a difficult process to make sales and revenue targets within ethical boundaries, especially in turbulent times. Companies gain competitive advantage when they strive in a significant and conscious way to conduct itself ethically. Ethics in an enterprise include sales people 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 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 sales persons. The factors listed above are varied across cultures, nations and every action has 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 sales person, who connects the company and the customer (consumer) that largely contributes to the debate whether sales ethics is an oxymoron. If a sales person creates and sustains a relationship that is based on honesty, commitment and trust, then the customer will be a lifelong and sales become ethical. Reason why sales ethics is oxymoron First, nothing is perfect. At times, matters beyond control of the sales persons hamper him or her from delivering their value preposition. For example, if a sales person promises a customer that the product will be delivered in an hour’s time and it delays, the sales person will appear a cheat. But the delay may be occasion by traffic jam or breakdown among other genuine reasons. Secondly, goals of the sales person may make sales ethics a contradiction. This is true when a sales person 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 sales person 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 sales persons 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, sales persons may report inaccurate sales. In an enterprise there are various forms of rewards systems which include salary, promotions, and bonuses. Among the sales people, 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, person credibility and interfere with sales (Thorne 2008, 224). Such unethical behaviors may become persistent leading to other unethical acts, which may drive company’s sales down significantly (Kidwell and Martin 2005, 44). Fourth, competition drives companies and their sales persons 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. Competition may cause the sales persons to be dishonest and unfair in their dealings, especially when they encourage their ...Download file to see next pagesRead More
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