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- Title
Reclaiming Salesmanship without Selling Your Soul.
- Abstract
This article focuses on the ethics of salesmanship. In the motion picture "Glengarry Glen Ross," salespeople were depicted as sly hucksters who value compensation over client welfare. According to Bill Weeks and Larry Chonko, marketing professors and research collaborators at Baylor University, much of this negativity is rooted in how sales were conducted in the past. As of 2006, ethics is a main consideration in business-to-business environment because of growing competition, increased pressure on profit margins, complex sales processes, a constantly changing business market and the debacles of Enron, WorldCom and Waste Management Inc. Fortunately, the historical stereotype of salespeople is evolving as more people become familiar with the significant role that salespeople play in the U.S. economy.
- Subjects
UNITED States; SELLING; SALES personnel; GLENGARRY Glen Ross (Film); INDUSTRIAL marketing; WEEKS, Bill; CHONKO, Larry
- Publication
Baylor Business Review, 2006, Vol 24, Issue 2, p42
- ISSN
0739-1072
- Publication type
Article