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Mkt 215 Ch 3

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Kimley Ferguson
MKT 215 DL01
9/21/14

Chapter 3 Review

3-1. List the three prescriptions to serve as a foundation for development of a relationship strategy.
Values
Clarity
Support

3-2. How does business slander differ from business libel?

Slander is verbal while libel is written untrue or unfair statements about a competitor 3-3. What major factors helped influence salespeople's ethical conduct?

Legal standards,
Standards set forth by their company; officially and what is observed by the salesperson
Their own personal set of ethics

3-4. What is the Uniform Commercial Code? Why is it needed?

The laws most directly influencing sales in the United States. They focused on the buyer-seller dynamic and give the customers some protection with the opportunity to reconsider purchasing decisions in the event that they were misled or persuaded toward purchases unfairly.

3-5. Why must a salesperson's ethical sense extend beyond the legal definition of what is right and wrong?

What is legal may not necessarily be ethical. It is perfectly legal to leave your sales team in a lurch only to return in time to save the transaction and get all the credit for solving the issue. Your co workers (and likely your supervisor) will see it as unethical and dishonest.

3-6. Explain why the sales manager plays such an important role in influencing the ethical behavior of salespeople.

The sales manager is the salesperson's role mode. Their behavior and seniority give their words and actions more weight than co workers on the same tier.

3-7. A company policy on ethics should cover several major areas. What are they?

Openness and Trust
Integrity and honest
Focus on the customer

3-8. List and describe three guidelines used as a foundation of a self-imposed code of business ethics.

Personal selling is an exchange of value
The task is

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