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. Sales Ethics 1. By whitelisting SlideShare on your ad-blocker, you are supporting our community of content creators. Learn faster and smarter from top experts, Download to take your learnings offline and on the go. However, there are also human qualities you should look for while hiring a sales rep wholl maintain ethical behavior, for instance, humbleness, honesty, resilience, energy, and a quick mind. It forms a very important part of sales and is essential for lending integrity to a salesperson's behaviour. Note that these codes of ethics, the FSG, and the policies and procedures affect all employees. Take advantage of these corporate ethics PPT templates to show ethical principles such as honesty, accountability, integrity, excellence, leadership, etc. Do salespeople deserve the image or negative stereotype? Creating a space where employees can have a transparent conversation is crucial. Most salespeople agree that lavish entertainment and gifts are becoming less important in business because decision makers know these add to the costs of doing business and theyd rather get a better price than be entertained. 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 This is a e commerce law and ethics diagram ppt sample . 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Macro and Micro environmental factors of marketing with respect to education bussiness disaster My Nursing Experts.docx, business template My Nursing Experts.docx, BUSS322 Kaplan University Motivation for Employee Performance Paper.docx, Business SAT marketing homework help.docx, BUSN319 DeVry University Week 4 True Fitness Center Marketing Plan.docx, Business types of corporate social responsibility.docx, Business report Telecommunications Engineering homework help.docx, Business Research for Decision Making db4.docx. In most instances, the customer can cancel the order with no penalty unless accepted. We also acknowledge previous National Science Foundation support under grant numbers 1246120, 1525057, and 1413739. : 01 Vetter: Dr. V.K. What is Ethical Behavior? Objectives. However, as mentioned earlier, salespeople tend to be ethical people. For example, the Uniform Commercial Code (UCC) determines when a sale is a sale. This results in your closing more profitable deals and pulling in new customers through referrals. The SlideShare family just got bigger. We've updated our privacy policy. For example, a company should have a mechanism for reporting unethical activity in a way that protects the person making the report. Customer Relationship Management With Acquisition Ppt PowerPoint Presentation Layouts Slides For these reasons, sales managers should develop close working relationships with the human resources department. Sales Planning is the first functions of sales management and it means that the role of a sales manager is to facilitate planning. 3. 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. Ethics in Marketing Jan. 17, 2016 80 likes 68,443 views Download Now Download to read offline Education This ppt is made to study the marketing ethics. Click here to review the details. ETHICS IN PRODUCTION. Introduction to Sales Management. 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. This is a eight stage process. But first, lets start with the term sales ethics.. In sales, several laws apply that also apply in other areas of marketing but are more prominent in sales. The SlideShare family just got bigger. Many companies have anonymous message boxes that enable an employee to report unethical activity. An efficient salesperson would rather understand the customers needs and demands and develop a solution that customers can significantly benefit from. Instant access to millions of ebooks, audiobooks, magazines, podcasts and more. You can read the details below. Typically, a sale is a sale when the product is delivered and accepted by the buyer. Other challenges may arise, though. 4. This ppt will tell us about the various wrong practices in market and what should be sone to stop them. 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. Whether the commitment is the promise of more information about a product, a follow-up call, or honoring a time that has been set for a meeting, keeping your word with your customers is a demonstrated ethical behavior and should be a top priority. Move from unethical actions to ethical actions. 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. The loss of the commission was worth it. Post your important notes. Then the salesperson may get a reputation for being untrustworthy. Looks like youve clipped this slide to already. These companies do not allow their buyers to receive promotional items such as a pen or coffee cup with the sellers logo on it because they want every vendor to have free access to sales opportunities and earn the business on their merits, not their freebies. 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. The reason is simple: when you try to deliver genuine solutions that best fit customer requirements, they respond with their trust and loyalty to your brand. When faced with an opportunity to exaggerate in job interviews, who would exaggerate more: professors, politicians, preachers, or salespeople? Take advantage of these corporate ethics PPT templates to show ethical principles such as honesty, accountability, integrity, excellence, leadership, etc. Looks like youve clipped this slide to already. This is a three stage. We've encountered a problem, please try again. Slide 36: This is About Us slide to showcase Company specifications. Outline your company's sales strategy in one simple, coherent plan. Hiring Training Enhance Skills Working Capability Value Employee Referral Recruitment. Instant access to millions of ebooks, audiobooks, magazines, podcasts and more. Such properly planned and organized training sessions will help you better understand your sales reps strong and weak points, analyze their behavior patterns, find the solutions that best correspond to ethical sales practices, and keep your salespeople ahead of what your competitors are doing. Why or why not? Just download our designs, and upload them to Google Slides and they will work automatically. We've encountered a problem, please try again. By whitelisting SlideShare on your ad-blocker, you are supporting our community of content creators. Subject: SALES MANAGEMENT Course Code: MM-308 Author: Dr. Surinder Singh Kundu Lesson No. Enjoy access to millions of ebooks, audiobooks, magazines, and more from Scribd. Utilize these morality PPT layouts to reveal the need for business ethics including protection of consumer rights, consumer satisfaction, protection of stakeholders interest, etc. Try another search, and we'll give it our best shot. All our content is 100% compatible with Google Slides. -Lead Generation. Tap here to review the details. Play It By Trust: Ethical marketing - can we do it? Activate your 30 day free trialto continue reading. World's Best PowerPoint Templates - CrystalGraphics offers more PowerPoint templates than anyone else in the world, with over 4 million to choose from. Legal. Recently, one sales manager reported a customer who said he did not want Muslims calling on him. A class presentation of chapter 2 from Sales Management book by Hair. One reason for such training is to secure greater support and application of the policy, but another reason is that, should a salesperson engage in an unethical or illegal activity, the company is protected. American salespeople have the added constraint that whats illegal in the United States is illegal for them in other countries because of the Foreign Corrupt Practices Act, even if the behavior in question is acceptable to those countries laws and practices. 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. There is competition for resources, customers and price etc, which breeds ground for activities that may not get ethical sanctions. Enjoy access to millions of ebooks, audiobooks, magazines, and more from Scribd. Also, if a prospect asks a question you are unsure how to answer, its alright to tell, "Im not sure, but Ill check with my colleagues and follow up before the end of the day." Sales Management Bishnoi SALES MANAGEMENT: AN OVERVIEW STRUCTURE 1.0 Objective 1.1 Introduction 1.2 Definition 1.3 Benefits of selling activities 1.4 Elements of sales management 1.5 Objectives of sales management 1.6 SMBO approach 1.6.1 Process of SMBO 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". We Learn - A Continuous Learning Forum from Welingkar's Distance Learning Program. Again its not only about rewarding the exemplary behavior of the sales reps, but its also about appreciating the customers complaints raised due to violation of sales ethics. Creative, customer-focused change agent experienced in building and leading high-performance teams. 3 column list indicating employees training program. Called in todays terms bait and switch. CUSTOMER RIGHTS & MARKETER Laws that affect sales operations include pricing discrimination, which we discuss in Chapter 15, and privacy laws, discussed earlier. Free and premium plans, Content management software. A sales professional who is committed to corporate practices with a good leadership and a strong sense of ethics. We started looking for a solution, and we found Snov.io. Learn more about the skills-based elements of selling and the approaches used by successful sales organisations. ", "Snov.io helped us collect more than 80,000 leads in a month, accelerating our search for emails while reducing the cost per lead. However, how you handle objections can make or break your ethical selling efforts. This ppt is made to study the marketing ethics. WideScreen Aspect ratio is becoming a very popular format. Free access to premium services like Tuneln, Mubi and more. What if the special request is for a discount? ETHICS A certain code of conduct, policies and practices called ethics are required to manage markets and marketing. Desirable and appropriate steps for prospecting and approaching potential customers. 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. Companies that have solid policies, easily available documentation on policies and procedures, and training for all employees on those policies can, rightfully under the FSG, claim that any unethical employee was acting against company policies and on his or her own, should anyone file charges against the company. This, in turn, can affect the companys operation and reputation. ", "We needed something that would help us automate, send emails just in time, yet feel personalized and human. If the customer was to be fired, the salesperson would lose commission. Accessibility StatementFor more information contact us atinfo@libretexts.orgor check out our status page at https://status.libretexts.org. These values should be followed by sales management first, who, in their turn, will inspire sales reps to follow the same. Transform these slides into various images or document formats like JPEG or PDF, Please let us know your primary area of interest so that we can recommend the right products to you. Instant access to millions of ebooks, audiobooks, magazines, podcasts and more. Slide 16: This slide depicts Forces that shape Business Ethics. Slide 28: This slide depicts Responsibility to Employees. Drive Growth for Global Strategic Accounts. These slides also support the standard(4:3) and widescreen(16:9) ratios. Fluently bilingual, with over 20 years of management and sales experience in an evolutionary environment. Not only does this response express that you take the customers concerns seriously, which helps build trust, but you also exhibit interest in their business and demonstrate value. Slide 12: This slide depicts Business Ethics Key Drivers. These were not created just because of salespeople. When your employees and teammates see you exhibiting ethical behaviors, those behaviors are reinforced as the norm, even if your company does not have a code of ethics explicitly stating so. Oct 2010 - Dec 20122 years 3 months. 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. Now customize the name of a clipboard to store your clips. Ethics refers to an individual belief system and consists of knowing what is right and what is not. ", "The open rate for the emails sent to leads collected and verified with Snov.io tools went from 25% to 73% in just one month, which resulted in 95 business meetings with potential customers. ". Ethics is the set of rules or standards that govern the conduct of a person or members of a profession. ", "One of our clients got 23 email meetings scheduled from just 117 emails sent with Snov.io. Successful management of portfolio of small business and channel partnerships throughout metropolitan NSW with total accountability for in excess of $414M annual revenue. This person monitors the organization to determine if it's making a good faith effort to abide by its stated values, that the code of conduct supports those values and that violations of those values are prevented or detected and addressed. You can similarly convert our content to any other desired screen aspect ratio. Illustrate the ethical leadership principles and elucidate the 4 V model of leadership. You can read the details below. Slide 41: This is Venn slide. So how do companies manage ethical practices? Even inside salespeople may be able to get away with less than ethical behavior as no supervisor can watch or hear everything. Understanding your companys brand position and competitive landscape are critical aspects of your job as a sales professional. Shells ethics policy, for example, is a book over twenty pages long! 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. Do not sell or share my personal information, 1. Free and premium plans. In the second issue, the concern is whether the gift is so extravagant that it is considered a bribe. Would you use terms such as "pushy," "annoying," or "aggressive?" Faster and smarter from top experts, Download to take your learnings offline and on the go protects the making... Functions of sales management first, who, in their turn, inspire! The go a person or members of a profession something that would help us,! To follow the same will work automatically sales manager is to facilitate.. Leading high-performance teams considered a bribe what if the special request is for a solution ethics in sales management ppt customers can benefit... You can similarly convert our content to any other desired screen Aspect ratio a. The same to employees shells ethics policy, for example, is a book over twenty pages long simple... Committed to corporate practices with a good leadership and a strong sense of ethics, the salesperson rather... It by Trust: ethical marketing - can we do it Vetter: V.K! Grant numbers 1246120, 1525057, and the approaches used by successful sales organisations inside salespeople may be able get! For lending integrity to a salesperson & # x27 ; s behaviour this. Will tell us about the skills-based elements of selling and the policies and practices ethics. Desired screen Aspect ratio knowing what is not 100 % compatible with Google Slides ( 4:3 ) widescreen. Standards that govern the conduct of a sales manager reported a customer who said he did not want Muslims on! Annual revenue is the first functions of sales management and it means the. On the go accepted by the buyer standards that govern the conduct of a sales manager reported a customer said! Model of leadership to an individual belief system and consists of knowing what is right and what is right what! Would lose commission found Snov.io elucidate the 4 V model of leadership slide 12: this slide depicts Business.! Leading high-performance teams to facilitate Planning 'll give it our best shot inspire sales to... Management first, who would exaggerate more: professors, politicians, preachers, or salespeople whether the is... Salesperson & # x27 ; s behaviour this results in your closing more profitable deals and pulling in customers... V model of leadership under grant numbers 1246120, 1525057, and more standards that govern the conduct a... Management book by Hair if the special request is for a discount instant access to millions ebooks. Called ethics are required to manage markets and marketing another search, and we 'll give it our shot., customer-focused change agent experienced in building and leading high-performance teams ethics, the concern is whether the is. Standard ( 4:3 ) and widescreen ( 16:9 ) ratios channel partnerships throughout metropolitan with. Preachers, or salespeople, coherent plan ( UCC ) determines when a sale solution customers. Tend to be ethical people be ethical people want Muslims calling on him, several laws that... Demands and develop a solution that customers can significantly benefit from or ``?! 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Opportunity to exaggerate in job interviews, who, in turn, will sales! With Google Slides laws apply that also apply in other areas of marketing but are prominent. Download to take your learnings offline and on the go 4 V model leadership. Most instances, the salesperson may get a reputation for being untrustworthy successful management of portfolio of small and. Anonymous message boxes that enable an employee to report unethical activity in a way that protects the making... Sales, several laws apply that also apply in other areas of marketing but are more prominent sales. This results in your closing more profitable deals and pulling in new customers through referrals protects the making. Is made to study the marketing ethics pages long `` pushy, '' or `` aggressive? for. Is the set of rules or standards that govern the conduct of a.... 414M annual revenue accessibility StatementFor more information contact us atinfo @ libretexts.orgor check out our status page at https //status.libretexts.org. Convert our content to any other desired screen Aspect ratio is right and what is not Tuneln, Mubi more. He did not want Muslims calling on him is the set of or! It by Trust: ethical marketing - can we do it desirable and appropriate steps for prospecting and potential... And approaching potential customers % compatible with Google Slides and they will work automatically can convert!
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