Research indicates that 25 percent of North American salespeople engaged in ________ selling consider it unethical to explicitly ask customers about competitor strategies such as pricing practices, product development efforts, and trade and
Promotion programs.

Question

Quizplus · Accepted Answer

Business-to-business (B2B) selling often involves complex negotiations and a deep understanding of the customer's business, including their position relative to competitors. The ethical considerations in B2B sales can be more pronounced due to the potential impact on competitive dynamics and the professional relationships involved. The concern over ethics likely stems from the sensitive nature of discussing or probing into a customer's strategies regarding competitors, which can be seen as intrusive or unfair competitive practice.

Research Indicates That 25 Percent of North American Salespeople Engaged