Social and Ethical Issues in Selling and Negotiation

8/6/2019 Social and Ethical Issues in Selling and Negotiation

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Social and Ethical Issues

In Selling and Negotiation

Presented by,Group 5.


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Gr oup Membe r s:Vanita Racha r la -101Amit Rupa r el -102Anshika Sahu -103Vijal Shah -104Fanend r a Sha r ma -105Mandeep Sha r ma -106Sh r eya Shetty -107

Tr upthi Shetty -108Vamsha Shetty -109Shweta Nai r -110


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W hat is social issues?Social issues a r e matte r s which di r ectly o r indi r ectlyaffect a pe r son o r many membe r s of a society andar e conside r ed to be p r oblems, cont r ove r sies r elatedto mo r al values, o r both.


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W hat is ethics?Ethics in selling and negotiation is the act of adhe r ing to fai r deal in thetr ansactions, volunta r ily, the mentality of adhe r ing to fai r deal which isnot because of the fea r of cont r olling autho r ities but a r ising out of theinte r est of well being of humanity as a whole expectation on how Othe r

pa r ties should behave with the Company, in the same manne r , theCompany should behave with the Othe r pa r ties in business dealings, isethics.


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W hat is Ethical Behavio r ?Being HonestMaintaining Confidence & T r ust

Following the RulesPr ope r ConductTr eating Othe r s Fai r lyDemonst r ating LoyaltyDoing you r Sha r e of the W or k Responsibility with 100% Effo r t


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Inte r national Ethical IssuesCultu r al Diffe r ences.Diffe r ences in Co r po r ate Selling Policies.

Diffe r ent ReligionsDiffe r ent LawsDiffe r ent Customs

Maintain YOUR EthicsPr actice G olden RuleLea r n & Respect Othe r s


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Managements Social ResponsibilitiesSu r vive - Make P r ofitsRespect EmployeesPr actice Ethical Behavio r sPublish Company Vision & G oalsResolve Mutual P r oblemsPr omote Indust r y Ethical Standa r dsTake a Stand on Social & Political Issues


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Ethics in Dealing with SalespeopleLevel of Sales P r essu r eDecisions Affecting Te rr ito r ies

Honesty with CompassionThe ill Salespe r son: alcohol, d r ugs, o r seve r e illnessEmployee Rights

Te r minationPr ivacySexual Ha r assment


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Issues with custome r .Dishonesty.G ifts, ente r tainment, b r ibes.Unfai r tr eatment.Confidentiality leaks


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Salespeoples Ethics with Employe r sMisusing Company AssetsMoonlighting

CheatingAffecting Othe r Salespeople

Commission Splits

Terr

itor y Changes

Competition vs Coope r ationSales Contests


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Unethical Business P r acticesCollusion.Rest r aint of T r ade.Recip r ocity.Competito r Obst r uction.Competito r Defamation


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A Code of Sales EthicsCo r po r ate Code of EthicsIndividual Code of Ethics


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W histle blowing:A whistleblower is a pe r son who r aises aconce r n about w r ongdoing occu rr ing in an

or ganization o r body of people


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Examples of ethical issues and societyInvolvement in the communityHonesty, t r uthfulness and fai r ness in ma r ketingUse of animals in p r oduct testingAg r icultu r al p r actices e.g. intensive famingThe deg r ee of safety built into p r oduct designDonation to good causesThe extent to which a business accepts its alleged r esponsibilities fo r mishaps, spillages and

leaksThe selling of addictive p r oducts e.g. tobaccoInvolvement in the a r ms t r adeTr ading with r ep r essive r egimes


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W histle blowe r :A whistleblower is a pe r son who r aises a conce r nabout w r ongdoing occu rr ing in an o r ganization o r

body of people. Usually this pe r son would be f r om

that same o r ganization. The r evealed misconductmay be classified in many ways; fo r example, aviolation of a law , r ule, r egulation and/o r a di r ectthr eat to public inte r est , such as f r aud , health/safetyviolations, and co rr uption . W histleblowe r s may

make thei r allegations inte r nally (fo r example, toothe r people within the accused o r ganization) o r exte r nally (to r egulato r s, law enfo r cement agencies,to the media o r to g r oups conce r ned with the issues).


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Ethical code:An ethical code is adopted by an o r ganizationin an attempt to assist those in the

or ganization called upon to make a decision(usually most, if not all) unde r stand thediffe r ence between ' r ight' and 'w r ong' and toapply this unde r standing to thei r decision

Social and Ethical Issues in Selling and Negotiation

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