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:

Knowledge and Accountability

The principle that having access to information or understanding responsibilities leads to being held responsible for actions and decisions.

External Equity

The fairness of an organization's pay rates in comparison to what other employers are paying for the same type of labor in the market.

Wage and Salary Surveys

Research conducted to gather and analyze information on compensation practices across different organizations or industries.

Factor Comparison Method

A systematic technique for evaluating job positions by comparing them based on key factors such as skills, responsibilities, and working conditions, to determine appropriate compensation.