Sales Management Report: Ethical Issues and Solutions

This report addresses the critical role of a code of ethics in sales management, particularly focusing on "The Electric Show" company. It explores the importance of ethical conduct in maintaining a positive company image, ensuring customer satisfaction, and fostering long-term success. The report emphasizes the need for ethical guidelines for sales personnel, covering areas such as fair pricing, timely service delivery, product quality, and handling returns. Furthermore, the report outlines strategies for enforcing the code of ethics within the organization, including employee training, open communication, and leadership commitment. The analysis underscores the significance of ethical practices in driving revenue, building customer loyalty, and overcoming challenges faced by businesses in the market.

Running Head: SALES MANAGEMENT
Sales Management
Name of the Student:
Name of the University:
Author Note:

1SALES MANAGEMENT
Answer to Question no. 1
Code of Ethics
Code of Ethics is essential to run an organization as it enables the company to follow
the rules and regulation, which is necessary for the image of the firm in the marketplace
(Riek & Howard, 2014). The code of ethics enhance the image of the company and make
them accessible in the marketplace. This is necessary for the firm to understand so as to
operate efficiently and can maintain the customer base in the process (Davidson & Stevens,
2013).
The situation that the company “The Electric Show” is facing in the industry is due to
the lack of code of ethics in the business model. The code of ethics would have enabled the
sense of responsibility in the mind of the employee, and the product could have been
delivered on time to the customers. This is the main reason the code of ethics is critical for
the organization to expand in the marketplace and to achieve success in the process. This will
enable them to attract the customers as well, but due to the absence of the code of ethics in
the business model of the company the customers are not satisfied with the services that they
have received from the company (Epstein & Turner, 2015). The delay in the delivery turn off
the interest of the consumers to avail the service shortly, and this could have been stopped
with the help of the code of ethics. Therefore, it can be said that the company requires the
code of ethics, which will help them to overcome the current situation that the company is
facing in the market (Tarzian & Wocial, 2015).

2SALES MANAGEMENT
Answer to Question no. 2
Ethics for Sales
The company requires to possess the ethics in the sales department as they are the
ones who deal with the clients or the customers and the revenue is being generated with the
help of the sales in the market. Therefore, the company needs to draft a code of ethics for the
salesperson so that they can follow it, and the goodwill of the company can be maintained in
the process (Valentine, Fleischman & Godkin, 2015). This will assist the firm to expand in
the marketplace and let them achieve success in the process. Hence, it can be noted that the
organization requires to develop the code of ethics for the company so that they can flourish
in the market and can generate revenue in the process. The code of ethics is as follows:
 Products and service that are being sold to the customers should possess the same
rate in all circumstances. This is essential for the company to act unbiased with
the customers. This will improve the image of the company in the marketplace
and assist them to achieve success in the process (McClaren, 2013).
 The claims of the customers should be met on time so that the customers can get
satisfaction in the process. This will helps the organization to multiply in the
marketplace and will allow them to generate revenue in the process. This is
necessary for the organization to understand if they are willing to achieve the
target from the marketplace and assist them to gain success in the process (Helin
& Babri, 2015). This is necessary for the firm to generate revenue in the process
and help them to enhance the image of the company among the customers.
 The company need to focus on the delivery time and date. The company must
look after the date and time of the delivery of the products to the customers. This
showcase the professionalism of the company and the seriousness as well, which

3SALES MANAGEMENT
will help them to achieve success in the process. This is important for the firm to
understand so that they can expand in the marketplace and can attract the
customers at the same time. This will be possible only if the company delivers the
products and services to the customers on time, which will ultimately provide the
customers with the satisfaction that they are looking for from the company.
 The product and service that the organization is providing to the customer
requirements to be of the best quality as the company needs to provide quality
products as well as service to the customers. This will assist them to expand in the
marketplace and to obtain success in the process. This is important for the
company so that they can become famous and well-recognized in the market (Lee
et al., 2014). This is necessary for the company to become successful in the
marketplace and to achieve the target of what they intending to achieve in the
process.
 The company requires to take back the defective products that have been delivered
to the customers. This is essential as this will showcase the professionalism of the
firm in the marketplace and assist them to obtain success in the process. This is
important for the organization to become popular in the marketplace and help
them to perform the victory in the process (Ho, 2013). This is important for the
firm to understand so that they can expand in the marketplace and provide
satisfaction to the customers and enable them to become popular in the process.
Therefore, it can be said that the company requires to look after the code of ethics so
that they can obtain success in the process and help them to become popular in the market.
The company need to possess some code of ethics so that they can operate in an effective
way possible and assist them to become popular among the customers as they are providing

4SALES MANAGEMENT
quality products and service in the process and enable them to become popular in the
marketplace.
Answer to Question no. 3
Enforcing the Code of Ethics
The manager requires to execute the code of ethics in the business organization so that
they can provide better quality product and service to the consumers and this is necessary for
the organization to understand so that they can achieve the success in the process (Bertrand,
2018). To enforce the code of ethics in the business model the company needs to recruit and
hire the employees in an effective way possible so that they can convince them to follow the
code of ethics set by the higher authority (Schleper & Busse, 2013).
The company need to educate the employees about the risks if they do not follow the
code of ethics. This will automatically assist the organization to implement the code of ethics
in the business. The firm also requires to speak truth to the authority regarding the issues so
that they can analyse the problem and the code of ethics can be implemented in an effective
way possible so that the employees are following it (Barday, 2017).
This is important for the manager of “The Electric Show Case” to understand so that
they can implement the code of ethics, which will assist the company to provide better quality
services to the customers and enable them to obtain the success in the process. This is
important for the organization to generate revenue in the marketplace and to overcome the
situation that took place in the company as the salesperson is promising on date and time and
delivering the products lately, which jeopardise the image of the company. This is the sole
reason for the implementation of the code of ethics in the business model.

5SALES MANAGEMENT
References
Barday, K. A. (2017). U.S. Patent No. 9,729,583. Washington, DC: U.S. Patent and
Trademark Office.
Bertrand, C. J. (Ed.). (2018). Media ethics and accountability systems. Routledge.
Davidson, B. I., & Stevens, D. E. (2013). Can a code of ethics improve manager behavior and
investor confidence? An experimental study. The Accounting Review, 88(1), 51-74.
Epstein, B., & Turner, M. (2015). The nursing code of ethics: Its value, its history. OJIN: The
Online Journal of Issues in Nursing, 20(2), 1-10.
Helin, S., & Babri, M. (2015). Travelling with a code of ethics: a contextual study of a
Swedish MNC auditing a Chinese supplier. Journal of Cleaner Production, 107, 41-
53.
Ho, C. M. (2013). Communication makes a corporate code of ethics effective: Lessons from
Hong Kong. Journal of construction engineering and management, 139(2), 128-137.
Lee, Y. K., Choi, J., Moon, B. Y., & Babin, B. J. (2014). Codes of ethics, corporate
philanthropy, and employee responses. International Journal of Hospitality
Management, 39, 97-106.
McClaren, N. (2013). The personal selling and sales management ethics research: Managerial
implications and research directions from a comprehensive review of the empirical
literature. Journal of Business Ethics, 112(1), 101-125.
Riek, L., & Howard, D. (2014). A code of ethics for the human-robot interaction
profession. Proceedings of We Robot.

6SALES MANAGEMENT
Schleper, M. C., & Busse, C. (2013). Toward a standardized supplier code of ethics:
development of a design concept based on diffusion of innovation theory. Logistics
Research, 6(4), 187-216.
Tarzian, A. J., Wocial, L. D., & ASBH Clinical Ethics Consultation Affairs Committee.
(2015). A code of ethics for health care ethics consultants: journey to the present and
implications for the field. The American Journal of Bioethics, 15(5), 38-51.
Valentine, S., Fleischman, G., & Godkin, L. (2015). Rogues in the ranks of selling
organizations: Using corporate ethics to manage workplace bullying and job
satisfaction. Journal of Personal Selling & Sales Management, 35(2), 143-163.