Chapter 17 & 18
Organizations are becoming increasingly concerned about dishonesty within their sales organizations. Describe some of the ways that sales people may engage in dishonest activities. What can managers do to avoid such problems?
Some of the ways that sales people may engage in dishonest activities are providing an inconsistent message to clients that may go against a particular marketing strategy or strategies but benefits the salesperson, as well as bribing or exchanging gifts for the clients business.
Managers can avoid such problems by providing consistent training and training materials that consistently reenforce the companies goals and strategies, as well as following up with the sales person's clients to see if the message has been forwarded to them correctly.