Honor Among Salespeople: Using an Ethical Role Play and Code of Ethics Exercise to Develop an Ethical Framework in a Professional Selling Course

Authors

Rebecca Dingus, Central Michigan University
Alexander Milovic, Marquette UniversityFollow

Document Type

Article

Language

eng

Publication Date

2015

Publisher

Northern Illinois University

Source Publication

Journal of Selling

Source ISSN

2329-7751

Abstract

Building on recommendations from both sales educators and the AACSB, the authors propose a three-step approach to assist professors in teaching ethics in a Professional Sales course. An ethics module is presented that consists of an ethics role play, a discussion of “grey area” situations that a salesperson will often experience, and a Code of Ethics written assignment that will allow students to experience, analyze, and reinforce positive ethical behavior in order to help prepare them for sales careers. Following a detailed explanation of each exercise, student feedback is presented to support this multi-faceted ethics program as a valuable contribution to sales education.

Comments

Published version. Journal of Selling, Vol. 15, No. 2 (2015): 5-10. Publisher link. © 2015 Northern Illinois University. Used with permission.

The downloadable file is ADA Accessible. A Supplemental Document contains any tables or equations that appear in the article.

Recommended Citation

Dingus, Rebecca and Milovic, Alexander, "Honor Among Salespeople: Using an Ethical Role Play and Code of Ethics Exercise to Develop an Ethical Framework in a Professional Selling Course" (2015). Marketing Faculty Research and Publications. 280.
https://epublications.marquette.edu/market_fac/280