Someday You May Have to Establish a Code of Ethics

question 25

Multiple Choice

Someday you may have to establish a code of ethics to keep your sales force on the "straight and narrow." The first step, of course, is to get assurance from your board chairman and your president that they expect you to follow both the letter and the spirit of the law. Which of the following is/are another important step(s) for you to take?

• A) set realistic sales goals
• B) blow the whistle when you must
• C) set the proper moral climate
• D) all of the above
• E) both a and c of the above

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Definitions:

ZOPA

The zone of possible agreement, the area where two sides in a negotiation may find common ground.

BATNA

Stands for Best Alternative To a Negotiated Agreement, which refers to the most advantageous alternative course of action a party can take if negotiations fail and an agreement cannot be reached.

Legally Binding

Agreements or contracts that are enforceable by law, obliging parties to fulfill their agreed-upon terms under legal jurisdiction.

ZOPA

Stands for Zone of Possible Agreement, which is the range in a negotiation within which an agreement is satisfactory to both parties involved.