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| Take ownership of all activities pertinent to your customer & territory while working as part of the team. You live and die with the outcome. |
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| special promotion incentive fund. It's for every day activity, ethical. SPIF the sales person not the company. |
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| If they'll do it for you, they'll do it to you |
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| the principles governing behavior of an individual or a group. these principles establish appropriate behavior, indicating what is right and wrong |
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| customer remains free to make a choice |
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Definition
| eliminates or reduces the buyer's choice unfairly |
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| trying to influence the buyer's decision, not force it. |
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| factors influencing ethical behavior of salespeople |
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Definition
| company policies, values of significant others, laws |
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Definition
| telling half-truths, withholding important information |
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Definition
| before sale vs. after sale |
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| take detailed notes during customer meetings, publishing the minutes w/in 24 hours of the event to all attendees. This dramatically increases communications & substantially reduces misunderstandings |
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Definition
| act as though you are spending your parents $ |
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| go around someone to get what you want. Mr. Pirozzi does not consider this unethical |
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Definition
| based on legislation passed by either state legislatures or Congress |
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| established by local, state or federal regulatory agencies |
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| grow out of court decisions |
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Definition
| an assurance by the seller that the products will perform as represented |
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| an oral or written statement by the seller |
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| not actually stated but is still an obligation defined by law |
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Definition
| glowing descriptions such as "our service can't be beat" |
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| statements about the inherent capabilities of products or services |
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Definition
| reciprocity, tying agreements, conspiracy and collusion, interference w/ competitors, restriction on resellers, price discrimination, privacy laws, do-not-call law |
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Term
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Definition
| a special relationship in which two companies agree to buy products from each other (if forced) |
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| a buyer is required to purchase on product in order to get another |
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Definition
| small sums of money or gifts, typically made to low-ranking managers or government officials, in countries where these payments are not illegal |
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Term
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Definition
| paying larger sums of money to higher-ranking officials to get them to do something that is illegal or to ignore an illegal act. |
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