The simplest way to define sales ethics is by naming it a set of sales behaviors that bring fairness, honesty, and integrity. Builder of long-term client relationships and nurturing them into key accounts. 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Now lets find out how to establish ethical behavior for your sales team. Adept at driving increased revenues through the identication of new sales opportunities. For example, a company should have a mechanism for reporting unethical activity in a way that protects the person making the report. Legal. However, cutting corners with customers during the sales process doesnt result in greater returns. Does the answer to that question change if the salesperson is paid a salary or a commission? You can read the details below. Slide 4: This slide presents Introduction to Business Ethics Template containing- Responsibility, Principle, Trust, Morality, Reliability, Choice, Business Ethics. Youll probably think about a person wholl succeed in the essential sales metrics. Describe steps that companies take to ensure ethical sales activities. Play It By Trust: Ethical marketing - can we do it? In addition, sales managers have to be aware of laws such as the Universal Commercial Code and others that govern sales transactions. Try another search, and we'll give it our best shot. Markets present a clash of interest between various players. Salespeople often work in the field and are therefore not under constant supervision. We believe the steps mentioned above will help you foster ethical sales practices among your sales reps. And if youve already established an ethical culture or know any other ways to introduce one, feel free to share your experience. For these reasons, sales managers should develop close working relationships with the human resources department. Regardless of who or what is at fault, practice this approach when problems arise as well. Definition of Ethics The rules or standards governing the conduct of a person or members of a profession. Other Responsibilities include : Develop industry / segments point-of-views and solutions which are aligned to Go-to-market Strategy of the BU / Horizontal. Slide 28: This slide depicts Responsibility to Employees. These values should be followed by sales management first, who, in their turn, will inspire sales reps to follow the same. If the customer was to be fired, the salesperson would lose commission. In many instances, a buyer may ask the seller to sign a nondisclosure agreement because, in order to serve the buyer, the seller will gain access to important private information about that buyer. Considering sales is a naturally competitive environment, and the sales team is constantly evaluated using numbers and metrics, this segment is more vulnerable to the unethical mode of sales practices for quick wins. We've updated our privacy policy. Set an example for others! 16, 2014 5 likes 3,525 views Download Now Download to read offline Leadership & Management Business Technology A class presentation of chapter 2 from Sales Management book by Hair Pia Tolentino Follow Advertisement Advertisement Recommended Management Studies. Tap here to review the details. Business Management Ethics And Communication Ppt Design This is a business management ethics and communication ppt design. Slide 40: This is Puzzle slide with icons and text boxes. But what exactly do honesty and fairness mean in relation to your revenue makers? Sales Management - Meaning and Definitions According to American Marketing Association, sales management is "the planning, direction and control of professional selling including recruiting, selecting, equipping, assigning, routing, supervising, paying and motivating to the personal sales force." Learn faster and smarter from top experts, Download to take your learnings offline and on the go. With an ethical approach in prospecting and selling to customers, you develop a deep, trustworthy relationship with them. Weve updated our privacy policy so that we are compliant with changing global privacy regulations and to provide you with insight into the limited ways in which we use your data. The SlideShare family just got bigger. managers. MARKETING ETHICS Activate your 30 day free trialto unlock unlimited reading. See pricing, Marketing automation software. Subject: SALES MANAGEMENT Course Code: MM-308 Author: Dr. Surinder Singh Kundu Lesson No. We started looking for a solution, and we found Snov.io. Download chapter PDF References Common Ethical Issues for Salespeople Company Safeguards Challenges Facing Sales Managers Key Takeaway Review Questions Learning Objectives Compare and contrast common ethical challenges facing salespeople and sales managers. The sales process doesnt result in greater returns to establish ethical behavior for your team... 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