This paper can be regarded as a research analysis of the Ethics in Personal Selling and Sales Management. It contains the ethical decision making process, the individual factors, and the organizational factors.
Table of Contents
1. INTRODUCTION
2. LITERATURE REVIEW
2.1 SALES FORCE AND ETHICS
2.2 ETHICAL DECISION MAKING PROCESS
2.2.1 Individual factors - gender
2.2.2 Individual factors - age
2.2.3 Individual factors - personal values and ethical perspective
2.2.4 Individual factors - Machiavellianism
2.2.5 Organisational factors - Income and competition
2.2.6 Organizational factors - supervision, discipline, rewards and punishment
2.2.7 Organisational factors - codes of ethics and culture
2.2.8 Organisational factors - selection, hiring and training
3. CASE STUDY: PHARMA PLUS
3.1 SALES FORCE RELATED ISSUES
3.1.1Roberto
3.1.2Elvira
3.1.3Antonio
4 ANALYSIS OF THE ISSUES AND RECOMMENDATIONS
4.1 ANTONIO
4.2 SALESREPRESENTATIVES
4.3 PHARMAPLUSRESPONSIBILITIES
5 CONCLUSION
6 REFERENCES
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