Honor Among Salespeople: Using an Ethical Role Play and Code of Ethics Exercise to Develop an Ethical Framework in a Professional Selling Course
Northern Illinois University
Journal of Selling
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.
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.
ADA Accessible Supplemental Docuement
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.