Author Question: The sales process begins with: A) training the sales force. B) locating qualified prospective ... (Read 148 times)

colton · **on:** Jun 28, 2018

The sales process begins with:
A) training the sales force.
B) locating qualified prospective customers.
C) planning the sales presentation.
D) planning the sales dialogue.
E) making an appointment to see the customer.

Question 2

Describe the consequences of ethical misconduct.

dmurph1496 · **Reply #1 on:** Jun 28, 2018

Answer to Question 1

B

Answer to Question 2

Employees forced to deal with ethical issues on a continuous basis frequently suffer from:
job-related tension.
frustration.
anxiety.
ineffective performance (i.e., reduced sales and reduced profits).
turnover intentions.
lower job satisfaction.
In addition to the personal effects of ethical misconduct, the organization as a whole suffers. Ethical improprieties have also been linked to:

customer dissatisfaction (loss of sales).
unfavorable word-of-mouth publicity for the organization.
negative public images for the entire industry.