Hoda, a sales manager for a large machinery fabricator, has found over the last few years that her sales staff has been engaging in an increasing number of shady sales practices that are inconsistent with her way of thinking and the company's overall mission statement.Which of the following actions are likely to lead to improved ethical behaviour on the part of her sales force?
A)Stop worrying about it as sales have been increasing drastically
B)Establish a formal code of ethics for her company and enforce it
C)Find out the worst offenders and fire them immediately
D)Redefine sales territories with an eye to reduce the number of sales territories
E)Attempt to determine if those practices are in line with industry norms

Question

Quizplus · Accepted Answer

Establishing a formal code of ethics for the company and enforcing it can help clarify expectations and make it clear what behaviours are unacceptable. It can also provide a framework for holding employees accountable for their actions. Option A is not a solution as it ignores the larger issue of unethical behaviour. Option C may be necessary for the worst offenders, but it does not address the root cause of the problem. Redefining sales territories (option D) is unlikely to have an impact on ethical behaviour. Option E may be useful for understanding the context in which the unethical practices are occurring, but it does not address the need for a clear code of ethics.

Hoda, a Sales Manager for a Large Machinery Fabricator, Has