Ethical Issues for Sales Persons

The major typical ethical issues for sales people and sales managers – review the types, causes and make suggestions on how to address.

Ethical conflict is defined as occurring when an individual feels pressure to take actions that are inconsistent with what he or she feels to be right (Correlates p. 343)

Whilst analysis of ethical conflict and the various ethical issues is relevant in many aspects of business, it is particularly important in the area of personal selling and sales management. This is because of the nature of the relationship between the sales person and the buyer or buying organisation. The relationship creates a propensity for ethical conflict and dilemma because sales people often have to make decisions in the field in response to customers’ demands and competitive offers (text) (find other reasons).

If sales people are unable to resolve ethical dilemmas they will often encounter increased job related tension, frustration and anxiety resulting in decreasing performance and increasing turnover (corporate code of ethics).

This paper discusses the various types of ethical issues and dilemmas encountered by the sales person in the course of their