In transactional sales,unethical behavior tends to be straightforward and immediate,such as discounting,giving kickbacks,or exaggerating quality or features.In consultative and strategic alliance sales,unethical behavior can be more complex and may develop over time.Which of the following would be an example of more complex unethical behavior?
A)Lying about the competition's product performance to cast doubt about the competitor's product.
B)Giving a small client the volume discount even when the volume did not warrant the discount.
C)Asking the customer about the pricing strategies of the competitor.
D)Taking the client out for an expensive dinner in order to close the sale.
E)Giving a smaller client preferential service agreements in exchange for getting the salesperson an "in" with larger accounts.

Question

Quizplus · Accepted Answer

Giving a smaller client preferential service agreements in exchange for getting the salesperson an "in" with larger accounts involves a more complex and gradual development of unethical behavior. The salesperson may start by offering a small client preferential treatment, but this could escalate to offering the same treatment to larger clients in exchange for personal gain. This behavior could have long-term negative consequences for the company's reputation and relationships with clients.

In Transactional Sales,unethical Behavior Tends to Be Straightforward and Immediate,such