This paper can be regarded as a research analysis of the Ethics in Personal Selling and Sales Management. It contains the ethical decision making process, the individual factors, and the organizational factors.
Table of Contents
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
3.1.1 Roberto
3.1.2 Elvira
3.1.3 Antonio
4 ANALYSIS OF THE ISSUES AND RECOMMENDATIONS
4.1 ANTONIO
4.2 SALES REPRESENTATIVES
4.3 PHARMA PLUS RESPONSIBILITIES
5 CONCLUSION
6 REFERENCES
Research Objectives and Themes
This paper examines ethical dilemmas in professional sales, focusing on the French pharmaceutical company Pharma Plus. The primary research objective is to analyze the ethical failures within the sales team, identify the role of leadership in fostering ethical conduct, and provide strategic recommendations to align individual sales performance with long-term organizational integrity.
- Ethical decision-making processes in sales environments.
- Impact of individual and organizational factors on sales conduct.
- Analysis of management deficiencies regarding control and motivation.
- Strategic implementation of codes of ethics and compensation structures.
- The relationship between professional sales behavior and customer trust.
Excerpt from the Book
4.1 Antonio
Supervision is very significant for promoting ethical behaviour. Managers should act as a role model in setting the ethical climate in their organisations. Antonio should do the same. He should set an appropriate ethical standard so that other staffs can follow it as well. He shouldn’t ignore and encourage when there is a questionable behaviour from his employees. If there is repeated ethical violation from his salespeople, he shouldn’t hesitate in punishing them, whether they are a top performer or a poor performer.
If the objective of the company is to increase sales and efficiency, there are many strategies that Antonio needs to adapt. One of the strategies he can develop for older employees is to develop a program to keep motivating them. He can introduce a policy of rotation for long working sales people. It is his job to make them feel like it is still their first day in the company. He can do so in many ways like giving them a specific objective and different challenges which will encourage them to make new profitable areas. In addition, he can also involve experienced workers like Roberto and Elvira in the decision making process. This will be a big factor in keeping them continuously driven. For instance, if Antonio wants to make new changes in different areas, he can ask Roberto and Elvira for their suggestion about who they think should be in different areas to make the area more profitable and productive.
Summary of Chapters
1. INTRODUCTION: Provides an overview of the significance of sales staff and identifies the ethical challenges faced by Pharma Plus due to ineffective management.
2. LITERATURE REVIEW: Explores the theoretical background of ethics in personal selling, covering individual and organizational factors influencing decision-making.
3. CASE STUDY: PHARMA PLUS: Details the specific ethical issues regarding employees Roberto, Elvira, and the manager, Antonio.
4. ANALYSIS OF THE ISSUES AND RECOMMENDATIONS: Offers strategic advice for leadership, sales representatives, and organizational policy improvements.
5. CONCLUSION: Synthesizes the importance of ethical behavior for long-term customer relationships and organizational success.
6. REFERENCES: Lists the academic and industry sources utilized throughout the research paper.
Keywords
Ethics, Personal Selling, Sales Management, Ethical Decision Making, Pharma Plus, Sales Force, Organizational Culture, Customer Trust, Leadership, Motivation, Compensation Plans, Professionalism, Sales Performance, Business Integrity, Ethical Dilemmas
Frequently Asked Questions
What is the core focus of this research paper?
The paper focuses on the critical importance of ethics in personal selling and sales management, using the specific case of Pharma Plus to illustrate common pitfalls and potential improvements.
What are the primary themes analyzed in the document?
The themes include the ethical decision-making process, the impact of management style on staff behavior, and the necessity of aligning compensation and training with ethical standards.
What is the ultimate goal of the study?
The goal is to analyze current unethical practices within the target organization and provide actionable, strategic recommendations to enhance both ethical compliance and long-term business performance.
Which methodologies are employed in this analysis?
The paper utilizes a literature review of existing academic research on sales ethics combined with a qualitative case study approach to evaluate the performance of specific sales personnel and management.
What does the main body of the work cover?
The main body examines the individual and organizational factors affecting ethical behavior, details specific employee case studies (Roberto, Elvira, Antonio), and discusses implementation strategies for positive change.
Which keywords define this research?
Key terms include sales force, ethical decision-making, organizational factors, leadership, and customer trust.
Why is Antonio considered a problem for Pharma Plus?
Antonio is identified as the central issue because he lacks the necessary control over his 27 representatives and fails to provide the motivation or ethical role modeling required to prevent unethical behavior.
How does the author suggest managing high-performing but unethical employees like Roberto?
The author recommends that management must stop turning a blind eye to unethical conduct, regardless of performance, and instead use motivation, job rotation, and inclusion in decision-making to align these employees with long-term company goals.
What role should a compensation plan play in sales ethics?
A compensation plan should be used to balance motivation and control, potentially emphasizing salary over high-pressure, commission-only structures to discourage unethical shortcut-taking in pursuit of volume.
- Arbeit zitieren
- Anonym (Autor:in), 2016, Ethics in Personal Selling and Sales Management. A research analysis, München, GRIN Verlag, https://www.grin.com/document/358154
