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Ethics and 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 individuals moral philosophies can be parsimoniously represented by the extent to which they are relativistic and idealistic Although empirical studies have examined moral philosophy and its impact on the ethical decision making of marketers to date there has not been a large-scale national study of sales managers moral philosophies The perception exisits that those in sales and sales management have lower ethical standards than those in other business occupations Bass Barnett and Brown 1998 For years public perception towards sales persons has been wined down to having low ethical standards This negative perception creates a problem for the sales profession Well-qualified people hesitate when initiating a career in this area with the reputation it carries This is why it is is somewhat difficult to develop an effective sales mechanism where it would satisfy every party involved Some reasons for this low perception for sales people are sales visibility intense competitive pressures reward systems and the boundary- spanning role of
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