Sales Person Analysis

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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

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