MKT 340 Lecture Notes - Lecture 3: Independent Contractor
31 May 2018
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I. Ethical Issues in Selling
Why the dilemma? Sells people are torn in three different directions at once:
company, client, and themselves.
A. Relationships with Customers
Deception and omission
Bribes, gifts, and entertainment: if someone buys from you because of what you
give them, you have a temporary customer waiting for a better offer—not a
client.
If you plan to entertain: 1. Be physically present 2. Check your industry for the
a aout that ou’re alloed to sped 3. Use common sense
Special Treatment: it is unethical for one client to benefit directly at the expense
of another client
Confidential Information: If you get a reputation for breaking confidence, your
career will die slowly.
Backdoor Selling: when you establish a relationship within a company, then try
to go around that relationship
B. Relationships within the Company
Expense Accounts: it’s stupid to lie aout forgig epese aouts: . You do’t
join a company to steal from it 2. There are auditors, and if they catch you, they
may sue you 3. Whe soeoe thiks the’e gotte aa ith soethig, the
a’t ait to tell soeoe else
Reporting work-time activities: our oah a sped tie ith ou ad that’s
asted tie that ould’e ee spet ith soeoe else
Switching Jobs: 1. Under no conditions do you bad-mouth your previous
employer 2. Whe ou leae a opa ad go to aother, ustoers should’t
follow you. Exceptions: 1. Self-eploed . If ou’re a parter i a opa ith
equity 3. If your company went bankrupt 4. Independent contractor
3. Do not copy proprietary information when leaving a company—or ever
C. Relationships with Colleagues
Sexual Harassment: It’s highl illegal—the second fastest growing form of
litigation form
Taking Advantage of Other Sales People: it’s a oard oe. Treat people the
way you want to be treated—people hire ethics with the same as themselves
D. Relationships with Competitors
You must respect your competition.
find more resources at oneclass.com
find more resources at oneclass.com
Document Summary
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