The most effective way for sales managers to influence the ethical performance of their salespeople is:
A) To have formal policy
B) Provide clear guidelines
C) Communicate policies clearly
D) Lead by example
E) Punish unethical performance

Question

Quizplus · Accepted Answer

Leading by example is the most effective way for sales managers to influence the ethical performance of their salespeople. Salespeople look up to their managers for guidance and if they see their managers behaving ethically and with high moral standards, they are likely to follow suit. Managers who exhibit unethical behavior will have a negative impact on the ethical performance of their team. While formal policies, clear guidelines, and communication of policies are important, they are not as impactful as leading by example. Punishing unethical performance may deter unethical behavior, but it is not as effective as creating a culture of ethical behavior through positive reinforcement and leadership by example.

The Most Effective Way for Sales Managers to Influence the Ethical