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Almost everyone in computing is from time to time in the position of salesperson – either in direct contact with clients and customers, or with those who, because they are dependent on results from computing, are in the position of clients. Salespeople are normally direct employees of their companies, and it is implicit that whatever they promise to a customer should be delivered by the company. Salespersons must therefore act loyally and honestly as employees and should declare their status as representatives of the company. Payment by results in the form of commission to a salesperson is an accepted business practice; but in the selling of a continuing system it is probably desirable that some or all of such commission be tied to the proper performance of the work and the long term satisfaction of the customer. The member should act in a manner based on trust and good faith towards customers, to ensure that they receive lasting and profitable enjoyment of their purchase. For example :
– members should accept only such work as they believe the organisation can produce and deliver;
– members should ensure that any agreement with the customer is explicit, unambiguous and complete;
– members should obey the spirit as well as the letter of any contract and of the law;
– members should secure after-sales service where appropriate commensurate with the kind of product supplied and the price paid;– members should ensure that the customer is aware of any contingencies under which supplementary charges may be payable and the basis of such charges;
– members should ensure that customers are aware of any significant risks e.g. imminent obsolescence, replacement or supercession of facilities, which could adversely affect their plans, and of any additional work or expense they will or may incur in using the service or product which is being offered to them;– with the prior consent of the client, members should sub-contract only to responsible practitioners and organisations;
– members should avoid illegal “informal” price fixing and market sharing arrangements tending to falsify the process of tendering and open competition;
– members should not be party to any practice which could lead to commercial or other corruption;
– members should not use products commissioned and paid for by one client for another client, without the knowledge and agreement of the original client;– members should not denigrate the honesty or competence of a fellow professional or competitor with intent to gain unfair advantage;
– members should not maliciously or recklessly injure or attempt to injure, directly or indirectly, the professional reputation, prospects or business of others;
– members should not exploit customer relations by using either the existence of any contract or any identifiable precis of work done in any advertising or publicity material without the permission of the client.
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