Now customize the name of a clipboard to store your clips. Do not sell or share my personal information, 1. Drive Growth for Global Strategic Accounts. In most instances, the customer can cancel the order with no penalty unless accepted. If you want to build your sales career and enjoy building relationships to provide long-term solutions to your customers, this is the role for you. 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. -Finance student turned Sales Professional. Looks like youve clipped this slide to already. Slide 21: This slide shows Ethical Action 5 Pillars. Slide 12: This slide depicts Business Ethics Key Drivers. 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. 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. May 2013 - Feb 201410 months. 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 Slide 29: This is Business Ethics Icons Slide. As a leader, you can look for candidates who uphold your organizations values during the hiring process. Free and premium plans, Content management software. UNETHICAL MARKETING ADS. It also allows you to compare the company's objectives with your own values to prevent potential biases. Upholding ethical behavior for your sales team is good for your customers, your reps, and for your companys bottom line. Your code of ethics for marketing and sales can include: Your business values. By whitelisting SlideShare on your ad-blocker, you are supporting our community of content creators. Compare and contrast common ethical challenges facing salespeople and sales managers. ETHICS In sales, the bribe offer may be initiated by the salesperson, or the request may come from the buyer. Activate your 30 day free trialto unlock unlimited reading. Verify questionable emails to always reach the inbox, Sync Snov.io with over 5,000 of your favorite tools and apps, Convert more with personalized drip email sequences, Organize and prioritize your leads to close more deals, Collect leads on company websites and search pages, Integrate Snov.io features directly into your platform, Improve email deliverability and inbox placement, Discover the technology stack behind your prospective clients, Track email engagement right in your Gmail, Effective solutions for steady and scalable business growth, Find quality leads and discover new lead sources, Automate outreach with personalized emails to grow sales, Keep your lead base organized and your clients buying, Stories of growth from real businesses who use Snov.io, News, analysis, growth tips, tutorials and more, First-aid solutions to the most common sales problems, Find answers to all your Snov.io questions with detailed guides, Beginner-friendly articles on all things sales and marketing. Activate your 30 day free trialto continue reading. Clipping is a handy way to collect important slides you want to go back to later. Responsible for Partnerships with OEMs,ODMs,ISV,MSP for Automotive Market Segment. CUSTOMER RIGHTS & MARKETER Does the answer to that question change if the salesperson is paid a salary or a commission? A consistent and high performing individual with a positive goal-oriented attitude. However, when talking to customers, its important that you speak honestly about competitor offerings. Mohit Mahajan Follow Summer Intern at HDFC Bank Here are some ways reps can build trust with their customers: If a problem arises and you were at fault, quickly and truthfully take responsibility. -Academic Counselor, Soft skills Trainer. Slide 41: This is Venn slide. Slide 2: This slide displays Content of the presentation. Activate your 30 day free trialto unlock unlimited reading. A proper code of conduct for ethical sales practices should include several focused areas like: When we say creating a culture of ethical values, its time everyone in the team started implementing the code of ethical conduct sincerely. Pre-Class Reading Chapter 3 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. Accessibility StatementFor more information contact us atinfo@libretexts.orgor check out our status page at https://status.libretexts.org. 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. Looks like youve clipped this slide to already. You can read the details below. This way, youll build a culture that everyone would die to follow. 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. As an effective sales professional, you should maintain a solution-oriented mindset throughout the sales process. Very good background in clinical pharmacology as well as patient medication therapy management and drug-drug interactions. 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 hbspt.cta._relativeUrls=true;hbspt.cta.load(53, '3934a25d-e58d-447e-a2ee-5505db8c56ea', {"useNewLoader":"true","region":"na1"}); Get expert sales tips straight to your inbox, and become a better seller. 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. 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. 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 ensures that every lead, prospect, or customer is treated with respect, which helps a sales rep build a long-term trustworthy relationship with them. Yet in both instances, the managers said they fired the customer, an action that both salespeople were happy with, and they were reassured that the loss of the sale wouldnt be held against them. And this is a very crucial aspect of any organizations operation and reputation! Slide 3: This slide displays the Introduction. Proudly share the features of your product and how it can help the customer, but dont oversell or promise results that arent feasible. All our content is 100% compatible with Google Slides. 4. 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So how do companies manage ethical practices? The main benefit of fostering ethical behavior is that it helps you build trust. Sales Management An Overview. The loss of the commission was worth it. 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 Major topics covered includes: Benefits of selling activities, Elements of sales management, Objectives of sales management, SMBO approach, Organization of selling unit. State your Company name and begin. Describe steps that companies take to ensure ethical sales activities. Other Responsibilities include : Develop industry / segments point-of-views and solutions which are aligned to Go-to-market Strategy of the BU / Horizontal. 37 slides Managing ethics in a sales environment Pia Tolentino 3.5k views 35 slides Be final ppt Manjunatha Adii 16.3k views 18 slides Ethics in finance kvaastav 19.1k views 32 slides Chapter 3 Ethics First ppt swhitman1 6.5k views 40 slides Business Ethic Chap 8: Ethics and Marketing Shandy Aditya 346 views 40 slides Advertisement We've encountered a problem, please try again. Usually, the buyer's request is stated in a veiled fashion, and it takes a perceptive sales rep to understand what is going on. Activate your 30 day free trialto continue reading. 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. 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 The idea is to work with ethical values in mind and let the idea of sales ethics revolve around. Slide 17: This slide represents Ethical Awareness Framework. Now lets find out how to establish ethical behavior for your sales team. This, in turn, can affect the companys operation and reputation. The discipline dealing with what is good and bad and with moral duty and obligation. 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