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Essay / Research Paper Abstract
This 15 page essay discusses a number of issues that can be related to the sales persons. Topics include persuasion versus manipulation, integrity, and ethical approaches. Some of the issues discussed are lying, intent and means, Aristotle's Rhetoric (logos, ethos, pathos), utilitarianism, deontology. Bibliography lists 11 sources.
Page Count:
15 pages (~225 words per page)
File: MM12_PGetslda.rtf
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Unformatted sample text from the term paper:
been a steady erosion of ethics and integrity for a very long time in corporate America. People are cynical about companies and they should be, given the continuing scandals of
wrong-doing at the highest levels. People have lost trust in corporations and those who work for them and represent them. It is the salesperson the consumer comes in contact with,
not the executives. Thus, it is the salesperson who has the most power to influence how consumers view the company. Salespersons are under tremendous pressure to make the sale.
In most cases, their income depends greatly on the sales they make. Each salesperson needs to develop their own code of ethics and live by that code. This essay
discusses a number of issues that can be related to the sales persons. Topics include persuasion versus manipulation, integrity, and ethical approaches. Persuasion versus Manipulation Persuasion is defined
as the ethical influence of others and manipulation is defined as the unethical influence of others (Sager, 2009; Wooldridge, 2008). Manipulation relies on emotions (Sager, 2009), it is using a
persons emotions against themselves. When a salesperson tries to sell a consumer something because this sale will help the salesperson win the prize, that is manipulation. By contrast, persuasion helps
the person to do what is right for themselves (Sager, 2009). With persuasion, the decision is clearly left to the consumer and they can say no and stick to it
(Sager, 2009) without dishonest tactics being used against them. Manipulation is about controlling the other person while persuasion is about controlling the process (Wooldridge, 2008). The goal is the
sale and nothing else matters. The persuasive salesperson controls the process but does so in such a way as to always respect the dignity of the customer (Wooldridge, 2008). The
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