CHAPTER 5
ETHICS AND SOCIAL RESPONSIBILITIES IN SALE
AND SALES MANAGEMENT
NUR NAZIFA ATIQAH BT ZULHAIDIR (F1005)
 JULITA BT YAHYA @YUSOF (F1051)
 NUR SHAHIRA BT ZULKIFLE (F1057)
 NUR ALIA BT HOLIDIN (F1047)
 NUR HASNAIFATIN AZREEN BT
MOHD.NAIM (F1053)
 AHMAD FARHAN BIN ABDUL RAZAK (F1015)
 MUHAMMAD FIRDAUS BIN MOHD
NOSNAINI (10F1003)

5.1.2 DESCRIBE EMPLOYER ETHICS IN DEALING WITH
SALESPEOPLE.
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D. Employee rights.
Employee rights are rights desired by
employees regarding their job security and
their treatment by employee while on the
job,
Irrespective of whether those rights
Are currently protected by law or collective
bargaining agreements of labor unions.
The sales manaager must be current on
ethical and legal considerations regarding
Here are several important questions
that all managers should be able to
answer:
■ Under what conditions can an
organization fire sales personnel without
committing a violation of the law?
■ What rights do and should sales
personnel have regarding the privacy of
their employment records and access to
them?
CHAPTER 5 : ETHICS AND SOCIAL RESPONSIBILITIES IN SALE AND
SALES MANAGEMENT
5.1.1 DEFINE ETHICAL
BEHAVIOUR :
Sales personnel are frequently faced
with ethical dilemmas. Ethical
behavior refers
to treating others fairly. Specifically,
it refers to
■ Being honest and truthful.
■ Maintaining confidence and trust.
■ Following the rules.
■ Conducting yourself in the proper
manner.
■ Treating others fairly.
■ Demonstrating loyalty to company
and associates.
■ Carrying your share of the work
and responsibility with 100 percent
effort
5.1.2 Describe
employer ethics in
dealing with
salespeople.
a. Levels of sales
pressure.
b. Decision affecting
territory.
c. Telling the truth.
d. Employee rights.
5.1 The importance of
ethical behaviour in sales
management.
5.1.3 sales people ethics in dealing with
their employer.
a.
b.
c.
d.
Misusing company assets.
Cheating.
Affecting other salespeople.
Technology theft.
A) Misusing company assets.
•Company assets most often
misused are automobiles, expense
accounts, samples, and damagedmerchandise credits.
• All can be used for personal gain
or as bribes and kickbacks to
customers.
For example, a salesperson can give
customers valuable product samples
or a credit for damaged merchandise
when there has been no damage.
B)
Cheating
A salesperson may not play fair in contests. If a contest starts
in July, the salesperson may not turn in sales orders for the
end of June and lump them with July sales.
Some might arrange, with or without the customer’s
permission, to ship merchandise that is not needed or wanted.
C) Affecting other salespeople.
D) Technology
theft.
5.1 The importance of ethical behaviour
in sales management.
THE IMPORTANCE OF
ETHICAL BEHAVIOUR IN
SALES MANAGEMENT