Leadership Impact to Unethical Behavior Among Salespeople

Prepare a paper analyzing the factors that may lead to unethical behavior among salespeople.

Specifically, please discuss ways in which company leadership can safeguard, monitor, and manage unethical behavior among its salespeople.

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...rite more about unethical behavior, legal issues, and more among salespeople in order to have a good overall foundation for the paper (plus elaborating more adds more text to fulfill your 8—10 page requirement). Notice that your intro discusses the title, then you define key terms, after which you elaborate on the problems (unethical behavior with salespeople); next you will discuss solutions (leadership methods); and will end with a summation, which covers everything in your Abstract.

Leadership Methods
There are several leadership methods for altering unethical behavior among employees. Selling references that "many companies have ethical standards that describe expected behaviors of salespeople. However, employees sometimes encounter many situations not covered by company standards and therefore must develop personal standards (based on company leadership) of right and wrong. Without such standards, salespeople will lose their self-respect and that of their customers and employer. Good ethics are good business."

Some leadership methods that managers may employ include proper staff training with a signatory certification of compliance; employee standards "manual," where salespeople can refer to for general guidelines, and .... You'll want to write more about methods, also see your textbook, in combination with the following links (remember to add what you use to the Reference page):
Selling http://books.google.com/books?id=r3kjlXNyyTEC&pg=PA69&lpg=PA69&dq=Salespeople+are+considered+unethical+when+they&source=bl&ots=iGQn9W6PQX&sig=TFtVjzdZdSswbnGtScHlv3m2Wuk&hl=en&ei=btH5SfDYBJyIygWjkqisBA&sa=X&oi=book_result&ct=result&resnum=8#PPA78,M1

Disciplining top-performing unethical salespeople: Examining the moderating effects of ethical seriousness and consequences: http://www3.interscience.wiley.com/journal/112222982/abstract?CRETRY=1&SRETRY=0

How sales managers control unethical sales force behavior: ...