The Best Way for Sales Managers to Instill Ethical Behavior

question 111

Multiple Choice

The best way for sales managers to instill ethical behavior in the sales force is to

• A) provide extensive ethical training.
• B) use only straight salary and no commissions.
• C) employ a sales ethics forecaster.
• D) never use telemarketing.
• E) lead by example.

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Definitions:

Agency Relationship

A legal and psychological relationship in which one party, the agent, is authorized to act on behalf of another, the principal, in dealings with third parties.

Role of Emotion

The impact that feelings can have on the decision-making process and interpersonal interactions.

Number of Negotiation Parties

Refers to the amount of distinct groups or individuals involved in a negotiation process, which can impact the complexity and dynamics of negotiations.

Tough Issues

Challenging or difficult matters that require resolution, often complex in nature and hard to navigate.