Sales being an essential component of promotion has evolved overtime and is deeply influenced by the evolution in the society and. Dealing with customer objections is a major part of the job for any sales professional. We've updated our privacy policy. Sales Management An Overview. Comfortable multitasking and working under stressful situations. We also acknowledge previous National Science Foundation support under grant numbers 1246120, 1525057, and 1413739. The SlideShare family just got bigger. What safeguards do companies enact to ensure ethical behavior among salespeople and sales managers. A well define mission together with a successful corporate history and the top management's values and beliefs leads to development of a strong Corporate Culture. Download this corporate ethics PowerPoint slideshow to ensure the integrity of your organization, These PPT Slides are compatible with Google Slides, Want Changes to This PPT Slide? Read world-renowned marketing content to help grow your audience, Read best practices and examples of how to sell smarter, Read expert tips on how to build a customer-first organization, Read tips and tutorials on how to build better websites, Get the latest business and tech news in five minutes or less, Learn everything you need to know about HubSpot and our products, Stay on top of the latest marketing trends and tips, Join us as we brainstorm new business ideas based on current market trends. The main benefit of fostering ethical behavior is that it helps you build trust. managers. Ethics refers to an individual belief system and consists of knowing what is right and what is not. Are there any new ethical challenges coming up. Anuj SharmaText Book: Fundamentals of Selling Customers Many companies have anonymous message boxes that enable an employee to report unethical activity. Proudly share the features of your product and how it can help the customer, but dont oversell or promise results that arent feasible. The idea is to work with ethical values in mind and let the idea of sales ethics revolve around. Tap here to review the details. So if you want your business to operate for the long run and enjoy its gradual growth, you need to establish an ethical sales culture in your team. Free access to premium services like Tuneln, Mubi and more. Propose a new business strategy with this accessible PowerPoint strategy planning template. Take advantage of these corporate ethics PPT templates to show ethical principles such as honesty, accountability, integrity, excellence, leadership, etc. Slide 2: This slide displays Content of the presentation. These are not the only issues that salespeople face. Presented to the students of Tolani Institute of Adipur as a part of their Sales Management Course. Slide 29: This is Business Ethics Icons Slide. Instant access to millions of ebooks, audiobooks, magazines, podcasts and more. Slide 28: This slide depicts Responsibility to Employees. Undesirable and unacceptable practices for prospecting, outreach, negotiation and more. 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. 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. It was modified later on and the modification came in to effect on March 15, 2003. Another way to make ethical sales behavior a habit is to appreciate your peoples efforts in behaving ethically. We've encountered a problem, please try again. If the bosses follow the rules, then the troops are apt to do likewise. For example, salespeople have to be in front of customers when customers are available. Fluently bilingual, with over 20 years of management and sales experience in an evolutionary environment. Download chapter PDF References The slide or theme will change to widescreen, and all graphics will adjust automatically. Completely Researched Decks, Documents, Slide Bundles, etc), which included 25608 slides in total in the past 24 hours. Subject: SALES MANAGEMENT Course Code: MM-308 Author: Dr. Surinder Singh Kundu Lesson No. With an ethical approach in prospecting and selling to customers, you develop a deep, trustworthy relationship with them. Topic 10 Ethics in sales force management (ppt video.ppt - Topic 10 Ethical Issues in Personal Selling and Sales Force Management The likelihood of Topic 10 Ethics in sales force management (ppt video.ppt -. Communication principles. Upholding ethical behavior for your sales team is good for your customers, your reps, and for your companys bottom line. Instant access to millions of ebooks, audiobooks, magazines, podcasts and more. Through my career I formed front liners employees to sales, negotiation, customer service and telephone courtesy; business etiquette and business ethics, time management, presentation skills, leadership skills, team building, public speaking; motivation and all Human resources topics and functions Sales reps should be given clear guidelines that promote ethical sales practices. Drive sales with a free plan that never expires, The proper approach towards handling and resolving customer complaints, Unethical practices and their consequences. Handling objections in an unethical manner could include reactions such as arguing with a prospect when they voice concerns, or attempting to bully them until they back down. The simplest way to define sales ethics is by naming it a set of sales behaviors that bring fairness, honesty, and integrity. Slide 9: This slide displays Role of Individual in Organizational Effectiveness Template. Many of the most common situations you could face as a salesperson involve issues such as the following: Lets examine each of the issues. Get in touch with our design agency, SlideTeam has published a new blog titled "Ultimate Guide to Skincare Industry Business Plan- Download Free PDF, PPT". for life through services by Charles M. Futrell (12th Slide 20: This slide displays Ethical Action explaining- Fairness, Integrity, Objectivity, Diligence, Competence, Transparency, Professionalism, Honesty. Describe steps that companies take to ensure ethical sales activities. As long as the special request can be provided to anyone who asks for it, no law is broken. Ethics in Sales and Marketing. Develop and distribute a sales ethics policy. The Federal Sentencing Guidelines (FSG) were first developed in 1987 and then updated in 2007, and specify what happens to companies when employees commit breaches of ethics. If the customer was to be fired, the salesperson would lose commission. Team Leader -Core Network Ops ,PPC1-PIPE Cable Station .Madang at Telikom PNG, Do not sell or share my personal information. Copyright 2023 by Snov.io. Your reps shouldn't misrepresent the information they're using in the sales process, whether they're trying to close a sale or give an existing client a false impression of your product's value. Are there any sales call use cases that weve missed out on? This point is simple. 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. Who to complain and what to do. Markets present a clash of interest between various players. 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 more about the skills-based elements of selling and the approaches used by successful sales organisations. Check out this post to learn about additional sales skills your team needs to crush it. SALES ETHICS Last but not least, running regular coaching sessions that include performance tracking, rating, and other growth-related stuff is the inevitable part of establishing sales ethics in your team. It means understanding your customers demands, respecting their choices, and being honest while offering your solutions. UNETHICAL MARKETING ADS. What if the request isnt illegal, but other customers find out and get upset that they werent offered the same benefit? Free access to premium services like Tuneln, Mubi and more. Tap here to review the details. Do not sell or share my personal information, 1. Clipping is a handy way to collect important slides you want to go back to later. -Academic Counselor, Soft skills Trainer. For example, if your prospect expresses concern over your companys reputation, or says they havent heard good reviews from other users, try not to get defensive. Activate your 30 day free trialto continue reading. Entertaining and motivating original stories to help move your visions forward. Now customize the name of a clipboard to store your clips. Slide 26: This slide displays Responsibility to the General Public. This brings us to some of the common ethical issues that salespeople face in their professional lives, which can include: Misuse of company credit cards or expense accounts Reporting inaccurate. By whitelisting SlideShare on your ad-blocker, you are supporting our community of content creators. There is competition for resources, customers and price etc, which breeds ground for activities that may not get ethical sanctions. An Image/Link below is provided (as is) to download presentation. But what exactly do honesty and fairness mean in relation to your revenue makers? When you receive complaints against the code of conduct, it becomes your duty to thank your customers and fix them immediately. *Medical representative in Damascus, previously in Homs . If a commitment is made to your prospect or customer, it needs to be kept. Chances are you wouldnt, but unfortunately, buyers do associate these words with salespeople. The simplest way to define sales ethics is by naming it a set of sales behaviors that bring fairness, honesty, and integrity. 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. The salesperson may hold that information, such as how many cases of the product they purchase or who their customers are, but that salesperson does not have the right to share that information with the customers competitor. Asks for it, No law is broken the simplest way to sales... 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