Leaders link ethics to performance
7th April 2015 | Mark W Johnston
What is the relationship between sales ethics and business performance? Professor Mark Johnston takes us through the latest research.
From Apple to Volkswagen, the axiom – ethical business is good business – is firmly embedded in today’s corporate culture. While this ethical business model is driven at all levels and throughout the organisation, nowhere is it more important than the sales force. As the customer-facing representative for the entire organisation, the salesperson either reinforces or diminishes the customer’s perception of a company’s ethical business practices.