This chapter is one of the most important in this book. Social, ethical, and legal issues for sales personnel are often personal and technical in nature, yet they are essential for understanding how to be an outstanding professional. After studying this chapter, you should be able to:
Describe management’s social responsibilities.
Explain what influences ethical behavior.
Define management’s ethical responsibilities.
Discuss ethical dealings among salespeople, employers, and customers.
Describe the international side of ethics.
Explain what is involved in managing sales ethics.
Write a short essay on the components of the Business Tree of Life and how the Tree relates to sales ethics.
