1. Don't Intentionally Misrepresent Anything. Never, Never, Never Lie to a Customer. About Anything. Ever. Period. 2. Fix Any Important Misunderstandings That You Can. It's Possible That Your Customer Will Form
• CHAPTER 3
ETHICAL AND LEGAL
CONSIDERATIONS
IN SELLING
Glengarry Glen Ross • What were the principal ethical predicaments which Sheldon Levine (Jack Lemmon) and his cohorts faced?
• How could Shelley's extenuating circumstances justify his actions?
• What types of external pressures influenced the salespeople's unethical selling practices?
• How did the sales manager (Kevin Spacey) and top management (Mitch & Murray) foster the unethical practices?
• How the nameless motivational speaker (Alec Baldwin) address the issues of ethics?
• How does Dave Moss (Ed Harris), rationalize breaking the law?
• How does George Aaronow(Alan Arkin) violate rules of ethics? • What was unethical about Ricky Roma's (Al Pacino) methods in prospecting and closing James Link (Jonathan Pryce)?
• Why was Ricky Roma's handling of Mr.Link 's cancellation unethical? • How would you change the sales environment to promote ethical selling practices without compromising overall sales performance?
________________________________________
• The Power of Ethical Management by Dr. Ken Blanchard & Dr. Norman Vincent Peale
The basic message of their book is simple:
1. You don’t have to cheat to win!
2. “Nice guys may appear to finish last, but usually they are running in a different race.”
3. Cheating, lying, and short-changing the customer on service
1. may bring a satisfactory profit today,
2. but it is a sure way to court failure for the future.
________________________________________
• THE ETHICAL DILEMMA:
Do honest salespeople finish last?
Ethical Questions
• What method do we use to determine moral standards?
• Why be moral at all?
• Are there moral standards which are common to all humanity?
• Is free will a necessary condition for moral praise or blame?
The Origin of Ethics
1. Legal Standards are enforced
2. Ethical standards come from society
Bases for Ethical Systems
Deontological • Standards-based ethics
•
ETHICAL AND LEGAL
CONSIDERATIONS
IN SELLING
Glengarry Glen Ross • What were the principal ethical predicaments which Sheldon Levine (Jack Lemmon) and his cohorts faced?
• How could Shelley's extenuating circumstances justify his actions?
• What types of external pressures influenced the salespeople's unethical selling practices?
• How did the sales manager (Kevin Spacey) and top management (Mitch & Murray) foster the unethical practices?
• How the nameless motivational speaker (Alec Baldwin) address the issues of ethics?
• How does Dave Moss (Ed Harris), rationalize breaking the law?
• How does George Aaronow(Alan Arkin) violate rules of ethics? • What was unethical about Ricky Roma's (Al Pacino) methods in prospecting and closing James Link (Jonathan Pryce)?
• Why was Ricky Roma's handling of Mr.Link 's cancellation unethical? • How would you change the sales environment to promote ethical selling practices without compromising overall sales performance?
________________________________________
• The Power of Ethical Management by Dr. Ken Blanchard & Dr. Norman Vincent Peale
The basic message of their book is simple:
1. You don’t have to cheat to win!
2. “Nice guys may appear to finish last, but usually they are running in a different race.”
3. Cheating, lying, and short-changing the customer on service
1. may bring a satisfactory profit today,
2. but it is a sure way to court failure for the future.
________________________________________
• THE ETHICAL DILEMMA:
Do honest salespeople finish last?
Ethical Questions
• What method do we use to determine moral standards?
• Why be moral at all?
• Are there moral standards which are common to all humanity?
• Is free will a necessary condition for moral praise or blame?
The Origin of Ethics
1. Legal Standards are enforced
2. Ethical standards come from society
Bases for Ethical Systems
Deontological • Standards-based ethics
•