Unethical Behavior

Paper Summary:

This paper explains the three main types of unethical behavior in selling cars are deceiving customers, pushing products on customers before they are ready to buy and trashing competitors. The author points out that the ability of a salesperson to be viewed by his customers as trustworthy relates to physical appearance, attitude, the extent to which the salesperson appears to have the customer's best interest in mind, whether the salesperson appears to be an expert regarding the product and whether the salesperson uses the product himself. The paper stresses that trust is an extremely important component in maximizing both sales and return customers; by treating customers well, being honest with them and offering a fair price, repeat business will be far more likely.

From the Paper:

"Physical appearance is important because it is the first impression that a salesperson gives to a prospective customer. In order to give off a good first impression, the salesperson should be sure to be well-groomed and dressed in conservative and clean clothes. At high-end car dealerships such as Mercedes-Benz, salesmen are often dressed in suits and ties; at less expensive car dealerships such as Toyota, salesmen are still dressed well but less formally, wearing a nice button-down shirt and tie with slacks. A customer is more likely to trust a salesperson that looks clean and professional than one who does not. Secondly, attitude is important. A salesperson should have a positive attitude, smile at the customer, and treat the customer and his coworkers with the utmost respect, or else he will be jeopardizing the trust that his customers have in him. He should avoid speaking negatively about any person or company at all, including his competition."

More papers on Unethical Behavior:

• Term Paper # 105326 : "Unethical Behavior in the Workplace"
• Term Paper # 104380 : "Prevention of Unethical Behavior in Organizations"
• Analytical Essay # 134862 : "Unethical Behavior in the Workplace"

APA Citation:

MLA Citation: