An ethical value of a sales person and organizational ability to manage ethical values through the process assessment improves and enhances sales person competence during sales activities. (Ferrell, Johnston and Ferrell, 2007) argued that sales activity is a process of sales attempt used in developing a buyer – seller exchange. Therefore, what are the current issues in sales organization for managing salesperson values and creating an organization culture for proper sales activities? This essay is designed to explore and discuss how sales person individual factors it relationship with ethical values and managements tools used for assessing ethical values of sales person in an organization. Sales person’s ethical values at workplace act as …show more content…
However, management has a role in making sure that it transforms ethical codes which are one assessment tool for the purpose of a healthy organizational culture that guide sales person’s conduct and decision making during sales activities. (Ferrell, Johnston & Ferrell, 2007) argued that the ethical atmosphere of an organization is a significant element of organizational culture whereas a firm’s overall culture establishes ideals that guide a wide range of behaviors for members of the organization; its ethical atmosphere focuses specifically on issues of realities and wrongs. Setting up an organizational culture for managing ethical values of sales person from an organizational perspective requires management to take into consideration certain sales person individual characteristics as a yardstick for determining sales person compatibility with organizational culture. (Mark, 2002) argued that the Individual characteristics include gender, age and …show more content…
Hence, management has a role to play in creating an organizational culture where salesperson values will thrive positively. In other to do so, an organizational culture is therefore established based upon the precept of ethical codes. (Stevens, 1994; Hosmer, 1991; Townley, 1992 cited in Mark, 2002) states that is a written, distinct, formal document which consists of moral standards which help guide employee or corporate behavior by most definitions is a code of ethics. Salesperson requires established ethical codes from an organization that will guide their sales activities and behavior in the organization this is a great tool that could be used by management to establish an organizational culture and assessment of salesperson values. This was supported by (Chonko and Burnett 1983 cited in Ferrell, Johnston and Ferrell, 2007) stressed that the degree to which a particular sales event creates ethical conflict is dependent on the sales context. (Lagace, Dahlstrom, and Gassenheimer 1991 cited in Ferrell, Johnston and Ferrell, 2007) argued that moreover, within individuals, ethical conflict varies across situations and relationships that change over time, making it difficult for managers to fully understand the nature of the ethical relationship between salesperson and client. This is another profound reason why ethical code needs to be created in other x-ray
Both stories “ A Good Man is Hard to Find” by Flannery O’Connor and “ The Ones Who Walk Away From Omelas” by Ursula LeGuin contain elements of sin and redemption. In both of the stories sin is caused by intentional acts of humans, yet in the story “The Ones Who Walk Away From Omelas”, some decide to leave the city in search of another city, also giving them redemption. In “ A Good Man is Hard to Find” redemption is offered many times even though those who need it don’t deserve it. In the end of “The Ones Who Walk Away” LeGuin uses specific diction to show that the citizens of the town have sinned and need redemption. O’Connor takes a different approach by showing that people who do not seek redemption often enough are handed it, while those who seek redemption may be given it.
Sloppy People Favoritism: An Analysis of Suzanne Britt’s Writing Strategies In “Neat People vs. Sloppy People” Suzanne Britt’s essay “Neat People vs. Sloppy People” examines sloppiness against neatness to reveal the significance of a sloppy individual’s messy character through the use of specific writing techniques. These writing techniques provide an effective way to shine positivity on sloppy people. Suzanne Britt uncovers the secret sentimentality sloppy people hold through the use of powerful compare and contrast, clear description, quality examples, vigorous language, and other rhetorical strategies.
The implementation and education of the ethical decision-making model promote moral awareness and company values that can mitigate ethical dilemmas to an extent. The aftermath was devastating for Wells Fargo not just economically but for its image. The corporation can introduce this model in training courses for new hires and current employees. Also ensuring management comprehends the prominence of ethical decisions and are aware that they are the wheels of the car, therefore, lead by example. If the corporation initially had prioritized ethical values and decision-making evaluations at every level of the business, this scandal could have been prevented at least its magnitude.
Having an understanding to ethical consideration and accountability will improve customer satisfaction, employee performance, and the continuum for accountability ("Ethical Leadership: Fostering An Ethical Environment And Culture",
has been almost three decades since the release of Ordinary people and it still remains one of the most well-written movies not only from an entertaining but also from a psychological perspective. Ordinary People is a 1980 American drama film that marked the directorial debut of actor Robert Redford. The movie won several Academy Awards for Best Director, Best Writing (Adapted Screenplay), Best Picture and Best Supporting Actor (Timothy Hutton). The film has also attracted much critical acclaim. Ordinary People is the story of an upper middle-class family living in Illinois dealing with the loss of their oldest son, Buck.
The selected corporation is Volkswagen (VW), a German car manufacturer headquartered in Wolfsburg, Lower Saxony, Germany. Established in 1937, Volkswagen is the top-selling and namesake marque of the Volkswagen Group, the holding company created in 1975 for the growing company, and is now the second-largest automaker in the world (Wikipedia, 2016). Volkswagen’s corporate website is http://www.vw.com/. According to the International Ethical Business Registry, there has been a dramatic increase in the ethical expectations of businesses and professions over the past ten years. Increasingly, customers, clients and employees are deliberately seeking out those who define the basic ground rules of their operations on a daily basis.
Introduction: Wendy Peterson, Vice - President of sales for Account/back’s Plano, Texas Office had concerns with one of her employees, Fred Wu. Fred Wu has landed one client within the Chinese market, the single largest client of the downtown office. However, there were disagreements between Peterson and Wu on several aspects. Moreover, Fed Wu requested for a personal assistant, which Peterson thought to be unreasonable. This is because only a small number of AccountBack’s most successful sales executive with numerous accounts had assistants of their own.
Scammers are always an issue and there are a lot of dishonest people out there trying to take advantage of those that are unaware. However, for professional salespeople, I think ethics do not get in the way of success in sales. I think it is the opposite, ethical behavior builds trust and is a requirement to be successful in the long term for salespeople. Their reputation and livelihoods depend on the relationships they build with their customers and their reliability to their organization.
“Ethics”, in an organizational context, comprises a set of behavioral standards, expressed as norms, principles, procedural guides, or rules of behavior, defining what is appropriate (right) and inappropriate(wrong). Grounded in a system of values and moral principles, these behavioral
This statement is supported by Bennett (2014) wherein ethics clearly defines what is the right and wrong things and shapes what kind of behavior the business should act on. For the sense of business according to Joseph (2013), ethics are constructed and decided by each business and underpins decision that an employee makes. When it comes to the business’ environment, a well-constructed ethics is a key for a considerate and responsible decision making in a business (Bennett, 2014). Business Ethics is very important inside the company, it will show the moral standards that a company or business have whether it is right or wrong and good or bad.
However, as we discussed in class, there are so many situations where ethical decision-making occurs, and there are so many factors that influence why we do what we do. Because we work with a multitude people with interesting and diverse lives and backgrounds, and because we come in with our own baggage and experiences that influence how we act and react, we make split-second decisions all the time that can have profound effects on our work and our consumers. Having so many opportunities to look at my own actions, this particular assignment has been so rewarding and interesting for me. This is the first time in any of my assignments where I have been forced to look at how ethics is involved in our
This also evident from above discussion that ethical leadership is also crucial in developing the ethical culture within an organization. The employee performance can also incredibly increased by ethical and moral behavior in a workplace that practice good ethics. Finally, the overall performance of an organization in term of its financial outcomes is also benefited from the ethic practice. The case study of L’Oreal also provides a good example of all
As a common solution, companies should concentrate more on issues of ethical culture during the orientation of new employees, which should mitigate their feeling of not knowing much about how to act within the culture of their
Every business industry nowadays, whether they are aware of it or not, depends on business strategies that they implement in order to achieve high growth potential. Some businesses, however, tend to forget the importance of maintaining effective sales strategies, therefore, they experience a decrease in sales causing their business to eventually experience some financial difficulties. Gluck (n.d.) describes sales strategy as a plan that allows companies to position their brand or product in order to gain a competitive advantage. Successful sales strategy should create a need by convincing a potential customer that the good is presented to them can solve their problems. This has to be created as a “planned approach to account-management policy
The earlier opinion stated that a business cannot be ethical, but this opinion is not used anymore in the modern business. Today business has belief that they must be responsible for social since they live and operate within a social structure. The key factors that make business ethics is important at the quarter of the 20th century are corporate social responsibility, corporate governance, and globalized economy. The culture of an organization, or else we can call it as the philosophy of an organization which is related with ethics have a great relationship with the performance of a business in long and short term. As a business is manage by human being, the people who manage a business