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Ethics in Personal Selling and Sales Management. A research analysis

Name: Ethics in Personal Selling and Sales Management. A research analysis
Price: 17.95 EUR
Availability: InStock
Author: Anonym
ISBN: 978-3-668-43122-5

Research Paper (postgraduate), 2016

12 Pages, Grade: 1,4

Anonymous

Excerpt

1. INTRODUCTION

2. LITERATURE REVIEW
2.1 SALES FORCE AND ETHICS
2.2 ETHICAL DECISION MAKING PROCESS
2.2.1 Individual factors - gender
2.2.2 Individual factors - age
2.2.3 Individual factors - personal values and ethical perspective
2.2.4 Individual factors - Machiavellianism
2.2.5 Organisational factors - Income and competition
2.2.6 Organizational factors - supervision, discipline, rewards and punishment
2.2.7 Organisational factors - codes of ethics and culture
2.2.8 Organisational factors - selection, hiring and training

3. CASE STUDY: PHARMA PLUS
3.1 SALES FORCE RELATED ISSUES
3.1.1Roberto
3.1.2Elvira
3.1.3Antonio

4 ANALYSIS OF THE ISSUES AND RECOMMENDATIONS
4.1 ANTONIO
4.2 SALESREPRESENTATIVES
4.3 PHARMAPLUSRESPONSIBILITIES

5 CONCLUSION

6 REFERENCES

Excerpt out of 12 pages

Details

Title: Ethics in Personal Selling and Sales Management. A research analysis
Course: Ethics and Sales Management
Grade: 1,4
Year: 2016
Pages: 12
Catalog Number: V358154
ISBN (eBook): 9783668431218
ISBN (Book): 9783668431225
File size: 424 KB
Language: English
Keywords: ethics, personal, selling, sales, management

Quote paper: Anonymous, 2016, Ethics in Personal Selling and Sales Management. A research analysis, Munich, GRIN Verlag, https://www.grin.com/document/358154

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