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  • SM Chapters 02 Chapter 2

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    Attribution Non-Commercial (BY-NC)
    Unduh sebagai PDF atau baca online dari Scribd
    Tandai sebagai konten tidak pantas
    16 tayangan24 halaman

    SM Chapters 02 Chapter 2

    Diunggah oleh

    api-3811296

    Hak Cipta:

    Attribution Non-Commercial (BY-NC)
    Unduh sebagai PDF atau baca online dari Scribd
    Tandai sebagai konten tidak pantas
    dari 24
    SOCIAL, ETHICAL, AND LEG RESPONSIBILITIES OF SALES PERSONNEL Cuaprer OUTLINE MANAGEMENT'S SOCIAL RESPONSIBILITIES Wuar INFLUENCES ETHICAL BEHAVIOR? MANAGEMENT'S ETHICAL RESPONSIBILITIES ETHICS IN DEALING WITH SALESPEOPLE SALESPEOPLE’S ETHICS IN DEALING WITH THEIR EMPLOYERS ETHICS IN DEALING WITH CusToMERs MANAGING Sates ETHics LEARNING OBJECTIVES ‘This chapter is one of the most important in this textbook. Understanding social, ethical, and legal issues helps build a solid foundation on which to base future decisions and to manage sales personnel. After studying this chapter, you should be able to explain the following: 1 Management's social responsibilities. What influences ethical behavior 1M Management's ethical responsibilities. 1 Ethical dealings among salespeople, employers, and customers, The international side of ethics. 1 Managing sales ethics. Age discrimination in the workplace has been @ major issue, One case of age dis. crimination deals with a man named Philip Haun, senior area sales manages for Meal Industries. One year Philip was credited with increasing sales in his division—which sold wiresplicing machines and other industrial products—140 percent. The next ‘year, Haun was fired. His division's fourperson team was about to merge with the seven-man sales force that sold wire strippers. Four people had to be let go,and Haun ‘was one of them. His boss told him that hs discharge wasn’t performance related and that he was welcome to apply for other sales positions within the company. Haun, ‘who was 51 at the time, thought the company still wanted to keep him, So Haun started combing the company for leads, but he had a tough time. Hau finally realized that Kdeal didn't want him to stay on. He came to suspect that Ideal fired him because of his age.After he left Ideal, Haun filed suit against his former company, alleging age

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