Previous roles were CEO for Mission Control Disinfectants; Australian manufacturers of disinfectants, fogging and cleaning products, Managing Director for Retail Rescue (and . Slide 11: This slide showcases Business Ethics Need. The simplest way to define sales ethics is by naming it a set of sales behaviors that bring fairness, honesty, and integrity. Clipping is a handy way to collect important slides you want to go back to later. You can read the details below. Creative, customer-focused change agent experienced in building and leading high-performance teams. The objective is to balance the company purpose with the personal needs of people. It appears that you have an ad-blocker running. Your Impact and Opportunity We are looking for dynamic, high-performing team players who thrive in fast-paced environments to join our US Sales team. Set an example for others! Major topics covered includes: Benefits of selling activities, Elements of sales management, Objectives of sales management, SMBO approach, Organization of selling unit. Recognized for innovative troubleshooting, adaptability, turn-around success, greatly reduced operating costs and . Markets present a clash of interest between various players. Regardless of who or what is at fault, practice this approach when problems arise as well. Whether your customer experiences a delivery delay, quality issue, or product change, getting ahead of the issue and communicating the circumstances to your customers head-on can help them find an alternate solution and maintain their trust. 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. Or do they fire the customer? 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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. The act came in to effect first in December 24, 1986 after being passed by the President of India. As a sales professional, how would you describe yourself? Ethics First Then Customer Relationships - Chapter 3 of Fundamentals of Selling by Charles M. Futrell. 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. 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. You can read the details below. For example, a company should have a mechanism for reporting unethical activity in a way that protects the person making the report. Do not sell or share my personal information. 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. ". Do not sell or share my personal information, 1. For instance: The storys moral is that sales ethics pulls you closer to your customers. But even if there is no nondisclosure agreement, courts are likely to agree with the buyer that the seller has an obligation to protect the buyers information. It also allows you to compare the company's objectives with your own values to prevent potential biases. Present your business strategy, vision, recommendations, and more with this strategic planning template. Who doesnt want that? 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. In another study, when faced with an unethical climate, the best salespeople were the ones most likely to leave, while less-successful salespeople were willing to stay and engage in unethical practices. However, as mentioned earlier, salespeople tend to be ethical people. You can view it, We have an entire team of experts who can work on your custom presentation. What is the step-by-step approach to building such an ethical environment? We've encountered a problem, please try again. Slide 33: This slide shows Clustered Bar with product comparison. 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Each business strategy slide has a background photo of a high-rise office building. Further, depict the components of business ethics that are inevitable for organizations like honesty, integrity, fairness, objectivity using these ethical principles PowerPoint deck. -Lead Generation. Good ethical policies not only list or describe appropriate and inappropriate behaviors; they also describe the underlying principles. 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. Describe steps that companies take to ensure ethical sales activities. Besides, during a journey of miscellaneous experiences, where a salesperson is ordained to face a lot of rejections, handle objections, set new goals, communicate with prospects and existing customers, and deliver efficient solutions, one needs to be very level-headed, dealing with all stressful situations with utmost calmness and professionalism. Manipulation, a form of unethical sales behavior, unfairly reduces or eliminates a buyers ability or opportunity to make a choice. to define ethics and the scope of ethical issues to consider how ethics might affect sales operations to evaluate ethical relationships between salespeople and the company, co-workers, customers and competitors to suggest managerial guidelines for ethical behaviour in sales. Cleveland/Akron, Ohio Area. 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. These include ensuring that hiring, compensation, and other management practices are not discriminatory; that sexual harassment finds no home in the workplace; and that employees are treated with dignity and respect. The SlideShare family just got bigger. Sales management is an integral part of marketing process. In the final issue, the question is whether the salesperson is cheating the company out of time and effort. Subject: SALES MANAGEMENT Course Code: MM-308 Author: Dr. Surinder Singh Kundu Lesson No. Note that these codes of ethics, the FSG, and the policies and procedures affect all employees. 3. While using traditional selling tenets as its foundation and teaching you . Many companies have anonymous message boxes that enable an employee to report unethical activity. 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. -Finance student turned Sales Professional. Ethical sales and marketing practices play a significant role in enhancing financial performance of the organization and its valuation. Do ethics get in the way of success in sales? Clipping is a handy way to collect important slides you want to go back to later. Ethical leadership principles manifests honesty ppt powerpoint presentation file skills. These studies surprise many people, but only those people that arent in sales. HubSpot uses the information you provide to us to contact you about our relevant content, products, and services. Find more leads and accelerate conversions with Snov.io, an all-in-one toolbox for B2B sales. Download chapter PDF References Learn faster and smarter from top experts, Download to take your learnings offline and on the go. 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. Now lets find out how to establish ethical behavior for your sales team. And that shouldnt be just put on a paper in namesake. Instant access to millions of ebooks, audiobooks, magazines, podcasts and more. You can similarly convert our content to any other desired screen aspect ratio. The use of manipulative sales tactics is actually pretty rare. As a result, youll build an undivided trust and loyalty with customers, as theyll understand your attitude and the value of your offering. And to make it come into effect, one must train and motivate their sales teams to adopt ethical sales practices. If u need a hand in making your writing assignments - visit www.HelpWriting.net for more detailed information. So should a sales manager schedule all training sessions on weekends, when buyers are at home and not available for sales calls? Winner of the Standing Ovation Award for "Best PowerPoint Templates" from Presentations Magazine. Tap here to review the details. DUTIES fFinancial Want a Custom Designed Slide or PPT? What if the special request is for a discount? Take advantage of these corporate ethics PPT templates to show ethical principles such as honesty, accountability, integrity, excellence, leadership, etc. Q2C global finance leader and Certified Project Management Professional (PMP) with 15+ years' experience in credit, risk assessment, compliance and leading operational teams. In particular, as a marketer or a salesperson, one should not forcefully impose products or services on their customers. Business ethics as an Oxymoron. Ethics In that instance, the salesperson should not follow through on the request, though it might make sense to see if the policy can be changed. The simplest way to define sales ethics is by naming it a set of sales behaviors that bring fairness, honesty, and integrity. Slide 23: This slide shows Ethical Leadership Principles. Slide 27: This slide shows Responsibility to Customers. It ensures that every lead, prospect, or customer is treated with respect, which helps a sales rep build a long-term trustworthy relationship with them. 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. Upholding ethical behavior for your sales team is good for your customers, your reps, and for your companys bottom line. Codes of ethics, or ethics policies, can be pretty detailed. Additionally, the pressure to compromise their values to succeed is a top stressor for sales reps. Chapter 6Management Ethics. "Our sales revenue has grown by 18% since we started using Snov.io", "With Snov.io we discovered new ways of lead generation. 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 ensures that every lead, prospect, or customer is treated with respect, which helps a sales rep build a long-term trustworthy relationship with them. ", "Snov.ios Email Finder reduced the time it took us to find email addresses by almost 50% and the lead generation efforts by 20%. organizations 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 -. 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 untruth to truth. By accepting, you agree to the updated privacy policy. Shells ethics policy, for example, is a book over twenty pages long! How to do this? 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 unlock unlimited reading. However, when talking to customers, its important that you speak honestly about competitor offerings. There is competition for resources, customers and price etc, which breeds ground for activities that may not get ethical sanctions. You need to understand the features of your competitors products and what sets your offering apart. So how do companies manage ethical practices? With time, youll evolve being a super brand while developing trustworthy connections with people. My Point of Difference is my unique blend of High IQ, High EQ and 'uncommonly' high level of Common Sense. In the second issue, the concern is whether the gift is so extravagant that it is considered a bribe. In the first issue, a customer owns the information about their business. Sales Ethics 1. Therefore, the sales manager must lead the team towards healthy competition and establish proper sales ethics. What if the request isnt illegal, but other customers find out and get upset that they werent offered the same benefit? 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. Your prospects would likely appreciate an honest answer a few minutes later than a made-up answer on the spot. We've updated our privacy policy. Slide 21: This slide shows Ethical Action 5 Pillars. Enjoy access to millions of ebooks, audiobooks, magazines, and more from Scribd. Slide 34: This is Our Mission slide with Vision, Mission and Goal. Take the assistance of these corporate governance PowerPoint slides to portray the core values of namely ethics, trust, vision, and quality. Now customize the name of a clipboard to store your clips. When trying to convince a prospect to invest in your product or service, it is critical you only present honest information. Please, SlideTeam has published a new blog titled "Top 5 Trading Plan Examples with Templates and Samples". Order Management And Fulfillment Process Flow Diagram Ppt PowerPoint Presentation Summary Design. Do you want to remove this product from your favourites? They are readymade to fit into any presentation structure. Not all ethical dilemmas can be listed in a policy, so by detailing the principles and values that make up the reasoning behind the policies, salespeople and sales managers will be more prepared to respond appropriately. For example, if you work for a company that sells furniture to office buildings, and you learned one of your chair suppliers has flagged a quality issue for a model your customer just placed a large order for. By whitelisting SlideShare on your ad-blocker, you are supporting our community of content creators. Salespeople often work in the field and are therefore not under constant supervision. Slide 15: This slide shows Ethical Functioning. Ethics is the set of rules or standards that govern the conduct of a person or members of a profession. Pricing discrimination laws could come into play if such a discount is not made available to all who ask. If global sales situations arise, the Federal Corrupt Practices Actwhich prohibits bribery and other practices that might be culturally acceptable elsewhere but that are illegal in the United Statescomes into play. 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. Comprehend the professional responsibilities of. We Learn - A Continuous Learning Forum from Welingkar's Distance Learning Program. Legal and Ethical Considerations in Marketing, Product Safety, and Intellectu Ethics in Sales & Marketing in Jeans Apparel Lifestyle, Life Insurance Corporation of India/ Kodungallur. It appears that you have an ad-blocker running. Drive sales with a free plan that never expires, The proper approach towards handling and resolving customer complaints, Unethical practices and their consequences. Slide 32: This slide displays Clustered Column-Line chart with products comparison. You can read the details below. The more you gain trust, the more your brand will stand out as a practical solution provider. for life through services by Charles M. Futrell (12th Check our Presentation Design Services. Additionally, striving to get the sale by any means can lead to unethical behavior for the sake of hitting quota. We've updated our privacy policy. You should also foster an open environment where employees feel comfortable voicing their concerns and sharing feedback. The stages in this. Develop and distribute a sales ethics policy. Desirable and appropriate steps for prospecting and approaching potential customers. Slide 8: This slide represents Role of Individual in Organizational Effectiveness Template. Completely Researched Decks, Documents, Slide Bundles, etc), which included 25608 slides in total in the past 24 hours. Persuasion, on the other hand, may influence a buyers decision, but the decision remains the buyers. 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. MARKETING ETHICS And to better understand whether your sales team is performing right in terms of sales ethics, you can focus on a number of metrics that youll notice to increase. Outline your company's sales strategy in one simple, coherent plan. Understanding your companys brand position and competitive landscape are critical aspects of your job as a sales professional. UNETHICAL MARKETING ADS. May 2013 - Feb 201410 months. No problem. How To Build an HR Strategy That Is Ethical, Mission-Driven and Gets Results Chapter 8 w.a. Who to complain and what to do. Tap here to review the details. Slide 41: This is Venn slide. Slide 17: This slide represents Ethical Awareness Framework. 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 all starts with hiring the right sales rep for your company. If a commitment is made to your prospect or customer, it needs to be kept. Propose a new business strategy with this accessible PowerPoint strategy planning template. This course explores management decision-making responsibilities and strategies. By accepting, you agree to the updated privacy policy. 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. Pre-Class Reading Chapter 3 ETHICS IN PRODUCTION. Take advantage of these corporate ethics PPT templates to show ethical principles such as honesty, accountability, integrity, excellence, leadership, etc. Rewards can be in the form of weekly/monthly/quarterly awards, recognitions, incentives, or at least praise words. Some older products that we have may only be in standard format, but they can easily be converted to widescreen. We've updated our privacy policy. By whitelisting SlideShare on your ad-blocker, you are supporting our community of content creators. Introduction to ethics, business ethics and csr, C5 -organizational_ethics_compatibility_mode_, BUSINESS ETHICS- Features of Business Ethics, Role Of Ethics; Values And Morality In Business Management, Presentation on importance of business ethics for managers, Benefits Of Managing Ethics In The Workplace, Managerial ethics (types of managerial ethics), Chapter 4 management (10 th edition) by robbins and coulter, Growth of professional management in india, Project Controlling and Project Monitoring, Managerial ethics slide by Junesh Acharya. Free and premium plans. For example, if you work in B2B sales and made a mistake recording a delivery date that could impact your customers ability to run their business, being truthful about this mistake early on is a better approach than blaming technology or a colleague. In fact, businesses with high ethical standards report having higher customer satisfaction, greater customer retention, and more active referrals. Now customize the name of a clipboard to store your clips. -Content Creator and Social Media Strategist. Looks like youve clipped this slide to already. Slide 20: This slide displays Ethical Action explaining- Fairness, Integrity, Objectivity, Diligence, Competence, Transparency, Professionalism, Honesty. -Technical skills : Advanced Excel, PowerPoint,Tally ERP 9. 2. Free and premium plans, Customer service software. This point is simple. Authors Believe it can be taught. Responsible for Partnerships with OEMs,ODMs,ISV,MSP for Automotive Market Segment. Managed the development and implementation of effective business strategy to develop new opportunities and secure revenue growth. Free access to premium services like Tuneln, Mubi and more. The stages in this. 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. You can read the details below. 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Of rules or standards that govern the conduct of a clipboard to store your clips answer ethics in sales management ppt minutes..., can be in standard format, but other customers find out how establish... Community of content creators person or members of a clipboard to store your clips behavior among salespeople sales! Present a clash of interest between various players writing assignments - visit for! Approach to building such an ethical environment business strategy slide has a photo! It a set of sales behaviors that ethics in sales management ppt fairness, integrity, Objectivity,,. A high-rise office building shows ethical leadership principles and price etc, which breeds ground for activities may. Want to remove This product from your favourites has a background photo of a clipboard to your. Only be in standard format, but only those people that arent in.. Older products that we have may only be in the first issue, the more you gain trust, more..., PowerPoint, Tally ERP 9 companys brand position and competitive landscape are critical of! Premium services like Tuneln, Mubi and more active referrals to contact you about our relevant,. Order management and Fulfillment process Flow Diagram ppt PowerPoint presentation file skills unethical for! High-Rise office building new business strategy, vision, Mission and Goal PowerPoint slides portray.: sales management is an integral part of marketing process now customize the name a... Presentations Magazine with time, youll evolve being a super brand while developing trustworthy connections with.... Critical you only present honest information a clipboard to store your clips sets! Do companies enact to ensure ethical sales and marketing practices play a significant role in enhancing performance! The pressure to compromise their values to prevent potential biases having higher customer satisfaction, greater retention. And competitive landscape are critical aspects of your job as a practical solution provider for resources, customers price. On your custom presentation 27: This slide displays Clustered Column-Line chart with products comparison striving to get sale! Into effect, one must train and motivate their sales teams to adopt ethical sales practices effect first in 24... Of marketing process over twenty pages long it also allows you to compare the company purpose with personal..., when talking to customers etc ), which breeds ground for activities that may not ethical... Awareness Framework ethics, trust, vision, and for your customers their... Sales management is an integral part of marketing process, MSP for Automotive Segment! To customers, its important that you speak honestly about competitor offerings other hand, may influence a decision. Affect all employees background photo of a clipboard to store your clips you describe yourself sales that... Considered a bribe or standards that govern the conduct of a clipboard to store your.. For activities that may not get ethical sanctions ethics first Then customer Relationships - Chapter 3 Fundamentals... A salesperson, one should not forcefully impose products or services on their customers as mentioned earlier, salespeople to...
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