Control systems that monitor and penalize the ethical behavior of salespeople are a useful tool in creating an ethical work environment.

Question

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Control systems must be established to encourage ethical behavior. Methods should be employed to determine whether salespeople give bribes, falsify reports, or pad expenses. Dismissal, demotion, suspension, reprimand, and withholding of sales commissions would be possible penalties for unethical sales practices.

Control Systems That Monitor and Penalize the Ethical Behavior of Salespeople