Sales ethics creates a moral framework as a guide for salespeople.

Since salespeople daily have contacts with customers, they may be called on to make fast decisions while in the field to respond to customer requests and/or competition. This chapter should leave you with a higher appreciation and understanding of the influence the sales manager has on salespeople and their ethics.

Read this article titled “Protect and Prevent: Neutralizations and Unethical Sales Behavior”: http://www.baylor.edu/business/kellercenter/news.php?action=story&story=137669

Focus on the five neutralization techniques that can be used to justify one’s actions. Imagine that one of the salespeople who reports to you “overlooked” telling the customer that he was entering into a 48-month contract. The customer trusted the salesperson when she told him that he could cancel the service at any time and did not read the fine print in the contract.

The customer has contacted you and is furious with your company. You asked him to give you the opportunity to talk to your salesperson and get back to him. When you spoke to your salesperson, she said “I didn’t think there was any harm because I was sure he would want the service for at least 48 months anyway. I needed that sale because I have my family to think about. I am the only breadwinner in the home.”

What will you do about this? How will you work things out with the customer? What will you be discussing with the salesperson when you meet with her again?

 

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Three Oaks Limited is a furniture manufacturing company based in Ilesha. In order to determine the HR plan for the coming year, Mrs. Ige, the HR Officer of the company takes the following steps:

Sends a Personnel Request Form to all the heads of department instructing them to complete the department’s manpower information (recruitment, training, promotion, transfer, dismissal, and so on) for the planned year and return it to HR.
Mrs. Ige sums up the data from the returned Personnel Requests forms to determine the company’s HR requirements.
Then Mrs. Ige estimates the total expenditure for these requests and uses it as the basis for the HR budget; which she submits to Mrs. Fiberesima, the owner of the company, for review.

Mrs. Fiberesima, usually just looks through the HR budget as presented by Mrs. Ige and gives her approval in principle. In reality, she approves each particular case as it arises throughout the year.
Questions

How can the HR plan be aligned to the company’s objectives?
How would you do things differently?

 

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