This paper will discuss how a sales manager can address ethical issues in a socially responsible way. In order to accomplish this, current ethical issues related to sales management, both foreign and domestic, will be discussed regarding an organization based in the United States. Analogies and experiences will also be discussed as they relate to study findings. In addition, the relevance of these findings to the argument made regarding solving the problem of ethical issues will be revealed. Also, recommendations will be made with respect to how sales managers may address ethical issues.
Current ethical issues related to sales management, both foreign and domestic
Current ethical issues related to sales management include topics such as unethical behaviors of salespeople in both a domestic and foreign environment. These include those situations related to the pharmaceutical industry, as well as other related industries, including incurring expenses related to marketing/sales that are considered to be beyond that of modest expenditures. The concern is that these expenditures will be passed on to the end consumer in the form of higher priced products such as pharmaceuticals and medical products, for example. Other issues include using high pressure sales tactics to coerce customers into purchasing products in the short run that may not meet their needs and may result in the loss of sales in the long run. In addition, unethical behaviors also might include salespeople that are being coerced to provide free items to customers, and this is likely to be a particularly serious problem related to sales representatives that sell diagnostic tools.
Another issue concerning ethics is that of the fair evaluation of sales representatives and the unequal issuance of reprimands for salespeople that make unethical choices while carrying out their duties as a sales representative. Other unethical situations might include making promises to customers that the organization may not be able to keep. Interpersonal relationships between sales managers and their subordinates that result in a lack of trust are also of concern as well. These are all valid concerns in both the domestic and foreign marketplace.
Studies that deal with ethics in the medically related marketplace
In a study, authored by Sur and Cekin (2012), pharmaceutical representatives were questioned about the services provided by pharmaceutical companies, and this group was part of a larger group of healthcare professionals who also completed the same survey totaling 1,540 participants that also took part in this survey in Turkey. In addition, according to this same source, Sur and Cekin (2012), eight focus groups that contained a total of 85 participants were also conducted. The conclusion that was drawn from this study is that the Ministry of Health in Turkey must prevent the close contact of physicians with pharmaceutical sales representatives in order to prevent what...