The following is taken from the weekly newsletter of the Printing & Imaging Association of the Mountain States (PIAMS), the Denver-based PIA affiliate for Colorado, New Mexico, and southern Wyoming. The author is Landy Chase, a sales trainer and consultant based in Charlotte, NC. “Do your people sell in an ethical manner? Here are 7 ethically challenging situations that most sales people find themselves in. What would you do? And, by the example you set as a manager, what would your people do? “1) A customer asks you why your product or service is better than your competitor's. Do you resist the temptation to say negative things about your competition? “2) You can sell an expensive option that is more than is needed, or recommend a better fit that costs the customer less money. Do you go with the lower-cost recommendation? “3) The delivery of a customer's order is going to be late. Do you call them to let them know, or do you hold your breath and see if they complain? “4) You mistakenly get a lead in another sales person's territory. Do you turn it over, or do you write up the order yourself? “5) A customer wants to know if you can get an order filled by a certain date. You have reason to think that it will not be possible to meet their needs, yet you want the sale. Do you tell them your concern, or do you say "no problem"? “6) Your customer is due for a price increase, and you are hesitant to bring up the issue. Do you discuss it with them, or just bill them at the new rate and see if they complain? “7) You are filling out a business expense report for meals, transportation, etc. You have some blank receipts that you’ve collected from non-related personal expenses. Do you turn in these “phony” receipts for items that weren’t part of your business trip to get additional cash?” Mr. Chase reminds us that the bottom-line question is, “What amount of money is your integrity worth?” We think it’s a question that can’t be asked too often—and probably isn’t asked often enough—in business practice and personal conduct.