The most effective way for sales managers to influence the ethical performance of their salespeople is
A)To have a 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. Sales managers who model ethical behavior provide a powerful example for their salespeople to follow. When salespeople see their manager acting in an ethical way, they are more likely to adopt these behaviors themselves. This creates a culture of high ethical standards within the sales team. Formal policies, clear guidelines, and communication of policies are also important, but they may not be as effective as leading by example. Punishing unethical behavior is necessary but it is a reactive measure and not proactive.

The Most Effective Way for Sales Managers to Influence the Ethical