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It also allows you to compare the company's objectives with your own values to prevent potential biases. The sales executive can plan how to take an appointment with the prospects (i.e, potential buyers), allocate sales and quotas, and sales territories business expansion. Arthur Anderson (mixed up with Enron) was a. leader in Ethics training. They are readymade to fit into any presentation structure. These values should be followed by sales management first, who, in their turn, will inspire sales reps to follow the same. Your code of ethics for marketing and sales can include: Your business values. Typically, a sale is a sale when the product is delivered and accepted by the buyer. 12 slides Ethics in management Dr. Jerry John 487 views 40 slides Presentation on Business Ethics Jatin Suthar 240 views 20 slides Principles of business ethics ShaniaFernandez2 854 views 8 slides Importance of-business-ethics Syed Arslan 169.3k views 16 slides C5 -organizational_ethics_compatibility_mode_ Ezzy Izzuddin 648 views You may unsubscribe from these communications at any time. The third issue is tough for salespeople because there are two factors involved: a possible violation of company policy and providing an unfair advantage to one customer. Slide 7: This slide displays Core Values. Enjoy access to millions of ebooks, audiobooks, magazines, and more from Scribd. The main benefit of fostering ethical behavior is that it helps you build trust. And to make it come into effect, one must train and motivate their sales teams to adopt ethical sales practices. The stages in this. Don't misuse data. 13.4 Ethics in Sales and Sales Management Learning Objectives Compare and contrast common ethical challenges facing salespeople and sales managers. Unique research projects to present in meeting. A customer asking for information about one of their competitors, who happens to be one of your customers, Deciding how much to spend on holiday season gifts for your customers, A buyer asking for something special, which you could easily provide, but arent supposed to give away, Deciding to play golf on a nice day, since no one knows if you are actually at work or not. Now customize the name of a clipboard to store your clips. Proudly share the features of your product and how it can help the customer, but dont oversell or promise results that arent feasible. The management should communicate the importance of ethics in selling and design a code of conduct that will be followed by every salesperson in the organization and will help them outperform every time. Clipping is a handy way to collect important slides you want to go back to later. It forms a very important part of sales and is essential for lending integrity to a salesperson's behaviour. The SlideShare family just got bigger. Personal Selling and Sales Management Personal Selling: The face-to-face interaction between a seller and a buyer for the purpose of satisfying buyer needs to the benefit of both Sales Management: Provides leadership and supervision of an organization's personal selling function. Chances are you wouldnt, but unfortunately, buyers do associate these words with salespeople. Sales Management An Overview. Is your code of conduct clear and understandable? ", "Snov.ios Email Finder reduced the time it took us to find email addresses by almost 50% and the lead generation efforts by 20%. Download chapter PDF References Teaching it implies rules to be ethical. You can view it. Introduction to Sales Management. Improving and promoting ethical behavior in business relations, Business Ethic Chap 8: Ethics and Marketing, WHAT IS ETHICS IN MARKETING BY KARTIK PARASHAR, Functional areas of Ethics and Miscellaneous Ethical issues in Business. Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author. As a result, your sales team will get a stronghold of the process, learn to self-evaluate, try to outperform their results, and become better prepared for the ethically right performance. for life through services by Charles M. Futrell (12th Note that these codes of ethics, the FSG, and the policies and procedures affect all employees. We've encountered a problem, please try again. Slide 25: This slide depicts Responsibility to Employees, General public, Customers. Or do they fire the customer? This is a four stage process. Sales Ethics 1. So how to instill such ethical behavior habits in your team? Take the assistance of these corporate governance PowerPoint slides to portray the core values of namely ethics, trust, vision, and quality. In the second issue, the concern is whether the gift is so extravagant that it is considered a bribe. Edition) Slide 18: This slide shows Ethical Awareness Key Statistics. Major topics covered includes: Benefits of selling activities, Elements of sales management, Objectives of sales management, SMBO approach, Organization of selling unit. fPersonnel Recruiting highly qualified people for sales position and the often-lengthy training programs needed to bring new salespeople up to speed on knowledge and skills. Want a Custom Designed Slide or PPT? When faced with an opportunity to exaggerate in job interviews, who would exaggerate more: professors, politicians, preachers, or salespeople? As a sales professional, how would you describe yourself? Click here to review the details. Clipping is a handy way to collect important slides you want to go back to later. Google Slides is a new FREE Presentation software from Google. Free access to premium services like Tuneln, Mubi and more. 1. A good second step is to train all salespeople and sales managers on the policy. Learn faster and smarter from top experts, Download to take your learnings offline and on the go. When you download this product, the downloaded ZIP will contain this product in both standard and widescreen format. 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." How to do this? Clipping is a handy way to collect important slides you want to go back to later. Presented to the students of Tolani Institute of Adipur as a part of their Sales Management Course. Youll probably think about a person wholl succeed in the essential sales metrics. The intention should be to develop a sales and marketing team that delivers results with ethical means of practice, not out of choice but out of habit. Activate your 30 day free trialto continue reading. Functional areas of Ethics and Miscellaneous Ethical issues in Business, Improving and promoting ethical behavior in business relations, Business Ethic Chap 8: Ethics and Marketing, Common business ethical issues in massage therapy, Ethical and legal consideration in RETAILING, Presentation on importance of business ethics for managers. Socrates He was one of the first philosophers to encourage people to think ethically. Ethical leadership UNETHICAL MARKETING ADS. Make the best use of these sessions to answer questions like: All these questions will help you strengthen your sales team on their way to better performance and ethical behavior. Sales Management Ethics in Business Management powerpoint slides.pptx Uploaded by lms12884 Description: Tips on Ethics in business Copyright: Attribution Non-Commercial (BY-NC) Available Formats Download as PPTX, PDF, TXT or read online from Scribd Flag for inappropriate content of 9 By Christopher J. Ackerman fIntroduction Yet training alone is insufficient. And that shouldnt be just put on a paper in namesake. Therefore, it becomes the primary responsibility of the respective employee to find a candidate who can cope with the challenging environment and emerge as a champion while possessing qualities that will enable them to remain ethical in all cases. -Finance student turned Sales Professional. 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 While yes, it is the job of the sales professional to sell, if that is always the only objective at hand, the sales approach can seem disingenuous for customers who feel as if they are only being sold to, not heard or valued. Copyright 2023 SlideTeam. Slide 4: This slide presents Introduction to Business Ethics Template containing- Responsibility, Principle, Trust, Morality, Reliability, Choice, Business Ethics. Other challenges may arise, though. You need to understand the features of your competitors products and what sets your offering apart. Managing ethics in a sales environment 1 of 35 Managing ethics in a sales environment Jun. Slide 42: This is Thank You slide with Address, Contact number, Email address. Find more leads and accelerate conversions with Snov.io, an all-in-one toolbox for B2B sales. What is Ethical Behavior? -Academic Counselor, Soft skills Trainer. Slide 39: This slide is titled as Post It Notes. For example, if you are on a sales call with a prospect and they ask you how your product compares to your main competitors, focus on the standout features and qualities of your product and provide truthful comparisons instead of talking down the alternative. Activate your 30 day free trialto continue reading. Post your important notes. Free access to premium services like Tuneln, Mubi and more. In some companies, such as IBM and Walmart, buyers are not allowed to accept so much as a free cup of coffee from a seller. Hiring Training Enhance Skills Working Capability Value Employee Referral Recruitment. 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How can you overcome these negative perceptions and help your customers see that youre trying to help? Manipulation can include misrepresentation, or claiming a product does something it doesnt, but it can also include withholding important information, using hard-sell tactics, and other unfair sales tactics. Clarifying objectives and company ethics before selling in the new global market Distinguishing between strategic objectives and financial ones Realizing that market success may have only a modest impact on the overall business Realizing that forecast deviations are to be expected November 11, 2019. Steps and guidance for handling complaints and conflicts. Fiaccabrino Selection Process Work Ethics Empathy And. Free and premium plans, Operations software. hbspt.cta._relativeUrls=true;hbspt.cta.load(53, 'b91f6ffc-9ab7-4b84-ba51-e70672d7796e', {"useNewLoader":"true","region":"na1"}); One of the greatest obstacles to upholding sales ethics is taking a "sales by any means necessary" approach. Sales Management -Being honest -Maintaining confidence and trust -Following the rules -Conduct yourself in proper manner -Treat others fairly -Loyalty to company and associates -Carry your share -100% effort Management Social Responsibilities Ethical Responsibilities -Act with Equity Fairness and Impartiality Slide 41: This is Venn slide. Ethics is the set of rules or standards that govern the conduct of a person or members of a profession. In most instances, the customer can cancel the order with no penalty unless accepted. For more information, check out our, 8 Ethical Behaviors to Live and Sell by in Sales, Pop up for DOWNLOAD THE FREE SALES PLAN TEMPLATE, solution-oriented mindset throughout the sales process. These were not created just because of salespeople. What if the special request is for a discount? Play It By Trust: Ethical marketing - can we do it? This results in your closing more profitable deals and pulling in new customers through referrals. 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. Improving ethical behavior 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. This page titled 13.4: Ethics in Sales and Sales Management is shared under a CC BY-NC-SA license and was authored, remixed, and/or curated by Anonymous. 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