haku: @indexterm salesmen / yhteensä: 340
viite: 77 / 340
| Tekijä: | Boedecker, K. A. Morgan, F. W. Stoltman, J. J. |
| Otsikko: | Legal dimensions of salespersons' statements : a review and managerial suggestions. |
| Lehti: | Journal of Marketing
1991 : JAN, VOL. 55:1, p. 70-80 |
| Asiasana: | SALESMEN SALES MANAGEMENT LIABILITY |
| Kieli: | eng |
| Tiivistelmä: | Salespeople can consciously or inadvertently mislead customers during their interactions, therefore they must understand the basic legal implications of their activities. Examples of selling practices that can lead to liability are presented such as creation of unintended warranties, dilution of warning effectiveness, disparagement of competitive offerings, mispresentation of own offerings, tortuous interference with business relationships. Sales management actions designed to direct salespeople to comply with legal guidelines are offered and discussed including training, supplementing outcome-based incentives with behaviour-based ones, evaluating performance and leading by example. |
SCIMA