Ethics, Sustainability and Corporate Social Responsibility in Sales Processes
Chapter from the book: Akçadağ, M. (ed.) 2025. Modern Sales Management: A Perspective of Theory, Strategy, and Practice.

Ebru Sönmez Karapınar
Kayseri University

Synopsis

This chapter examines how contemporary sales management is being restructured in line with ethical and sustainability principles. In line with the United Nations Sustainable Development Goals (SDGs), it emphasises that sales processes should be structured not only with the aim of economic profit, but also with a holistic approach that encompasses environmental, social and ethical responsibilities. In this chapter, the sustainable sales process is addressed in five key stages: sustainable product/service planning, ethical and transparent sales preparation, responsible sales communication, sustainable distribution and delivery, and post-sales support and feedback.  Also,the integration of strategic sustainability tools such as the 9R circular economy model (Refuse, Rethink, Reduce, Reuse, Repair, Refurbish, Reuse, Repurpose, Recycle), traceability and, accountability is recommended for the effectiveness of the processes. Additionally, the chapter evaluates how international sustainability standards such as SA8000, ISO 14001, and AA1000, alongside eco-labels, contribute to ethical sales communication and consumer trust. The relationship between consumer protection and anti-bribery legislation and sales ethics is explained using various country/regulation examples such as Turkey, the European Union, and the United States. Practical reflections of sustainable sales strategies are also presented through example applications such as Fairphone. In the context of integrating corporate social responsibility (CSR) with the sales function, an ethical transformation is presented in which sales teams are repositioned within the framework of social justice, human rights, and environmental awareness. In this regard, the study offers a strategic framework for businesses seeking to gain a competitive advantage in line with sustainability goals.

How to cite this book

Sönmez Karapınar, E. (2025). Ethics, Sustainability and Corporate Social Responsibility in Sales Processes. In: Akçadağ, M. (ed.), Modern Sales Management: A Perspective of Theory, Strategy, and Practice. Özgür Publications. DOI: https://doi.org/10.58830/ozgur.pub761.c3114

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Published

June 24, 2025

DOI