Compare and contrast common ethical challenges facing salespeople and sales managers. Some older products that we have may only be in standard format, but they can easily be converted to widescreen. Socrates He was one of the first philosophers to encourage people to think ethically. 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. Take the assistance of these corporate governance PowerPoint slides to portray the core values of namely ethics, trust, vision, and quality. Or do they fire the customer? 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. They are readymade to fit into any presentation structure. 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. Slide 26: This slide displays Responsibility to the General Public. Solid policies and employee training can then be used as a defense against such charges, and the company would not be held liable. Slide 2: This slide displays Content of the presentation. Post your important notes. 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. The loss of the commission was worth it. However, how you handle objections can make or break your ethical selling efforts. Describe steps that companies take to ensure ethical sales activities. Earlier, we discussed how the number of calls made can impact a salespersons success. Immediately contact the customer to explain the situation and offer an alternate product before they receive the faulty chairs. 2. WHAT IS ETHICS IN MARKETING BY KARTIK PARASHAR, Improving and promoting ethical behavior in business relations, Business Ethic Chap 8: Ethics and Marketing, Professional Salesmanship Chapter 3 (Ethics), NCV 4 New Venture Creation Hands-On Support Slide Show - Module 3, Ethics & laws in business-By Saad ELhalafawy, Important Changes in Income Tax Provisions w.e.f. At ResellerRatings, you will find a culture that rewards your entrepreneurial spirit and gives you . Activate your 30 day free trialto continue reading. How to do this? Establish the proper moral climate. 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Subject: SALES MANAGEMENT Course Code: MM-308 Author: Dr. Surinder Singh Kundu Lesson No. You can similarly convert our content to any other desired screen aspect ratio. Last, but certainly not least, the most important thing sales managers can do to uphold ethics is to exhibit ethical behaviors themselves. This ppt will tell us about the various wrong practices in market and what should be sone to stop them. -HR tech, SAAS Sales. management for managers, as well as. And even though building an ethical sales culture needs a lot of effort, dedication, and time, if you adopt this culture and live by it, youll be able to set a benchmark and instill ethical values in your sales team. Ethics in Supply Chain Management Ryan Hughes Andy Frederick. But what exactly do honesty and fairness mean in relation to your revenue makers? So should a sales manager schedule all training sessions on weekends, when buyers are at home and not available for sales calls? Called in todays terms bait and switch. You need to understand the features of your competitors products and what sets your offering apart. Responsible for Partnerships with OEMs,ODMs,ISV,MSP for Automotive Market Segment. Activate your 30 day free trialto unlock unlimited reading. Who doesnt want that? 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Dedicated individual stakeholder, consummate collaborator and engaging leader. Arthur Anderson (mixed up with Enron) was a. leader in Ethics training. Tap here to review the details. One similar and common practice is to have an ethics office, charged with investigating any complaints. Are there any sales call use cases that weve missed out on? 3 ethical & legal issues Magiel Amora 29.1k views 44 slides Ethics in marketing SUPRIYA SINGH 45.2k views 17 slides Sales managers have to be aware of such laws in order to avoid creating policies that can be illegal. If a commitment is made to your prospect or customer, it needs to be kept. Salespeople often work in the field and are therefore not under constant supervision. Introduction to Sales Management. This is a e commerce law and ethics diagram ppt sample . Undoubtedly, bribery will continue to put sales managers and salespeople to the ethical test. 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. Not only do these cover how salespeople (and other company representatives) should interact with customers, they also detail how employees should treat each other and how the companys vendors should be treated. 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Clipping is a handy way to collect important slides you want to go back to later. 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. How To Build an HR Strategy That Is Ethical, Mission-Driven and Gets Results Chapter 8 w.a. HubSpot uses the information you provide to us to contact you about our relevant content, products, and services. Recently, one sales manager reported a customer who said he did not want Muslims calling on him. Now customize the name of a clipboard to store your clips. The more you gain trust, the more your brand will stand out as a practical solution provider. 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. 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. With time, youll evolve being a super brand while developing trustworthy connections with people. For example, salespeople have to be in front of customers when customers are available. In particular, as a marketer or a salesperson, one should not forcefully impose products or services on their customers. Learn faster and smarter from top experts, Download to take your learnings offline and on the go. 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 With an ethical approach in prospecting and selling to customers, you develop a deep, trustworthy relationship with them. : 01 Vetter: Dr. V.K. This ppt will tell us about the various wrong practices in market and what should be sone to stop them. Drive Growth for Global Strategic Accounts. 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. Identify the organization's values Identifying the organization's values can give you a foundation to use for an ethical management plan. Why or why not? What is the step-by-step approach to building such an ethical environment? You can read the details below. ", "Snov.ios Email Finder reduced the time it took us to find email addresses by almost 50% and the lead generation efforts by 20%. Also explains the structure and objectives of a sales organisation. Activate your 30 day free trialto unlock unlimited reading. Slide 34: This is Our Mission slide with Vision, Mission and Goal. Slide 39: This slide is titled as Post It Notes. Team Leader -Core Network Ops ,PPC1-PIPE Cable Station .Madang at Telikom PNG, Do not sell or share my personal information. Ethics is the set of rules or standards that govern the conduct of a person or members of a profession. ", "Snov.io helped us collect more than 80,000 leads in a month, accelerating our search for emails while reducing the cost per lead. 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. 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. Other challenges may arise, though. By accepting, you agree to the updated privacy policy. Ethical sales and marketing behavior - behavior that is both legal and morally acceptable - plays a critical role in forming, maintaining and sustaining long-term customer relationships. Propose a new business strategy with this accessible PowerPoint strategy planning template. Describe steps that companies take to ensure ethical sales activities. 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. And that shouldnt be just put on a paper in namesake. Clipping is a handy way to collect important slides you want to go back to later. Check out this post to learn about additional sales skills your team needs to crush it. 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. 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. Marketers have faced ethics challenges in how claims are made in advertising, while supply chain managers have encountered dilemmas in dealing ethically with vendors. We also acknowledge previous National Science Foundation support under grant numbers 1246120, 1525057, and 1413739. Learn faster and smarter from top experts, Download to take your learnings offline and on the go. Improving ethical behavior It appears that you have an ad-blocker running. Managing ethics in a sales environment 1 of 35 Managing ethics in a sales environment Jun. -Technical skills : Advanced Excel, PowerPoint,Tally ERP 9. By whitelisting SlideShare on your ad-blocker, you are supporting our community of content creators. You can read the details below. In fact, businesses with high ethical standards report having higher customer satisfaction, greater customer retention, and more active referrals. The SlideShare family just got bigger. The Free Sales Management Dashboard PowerPoint Template presents busy slides for business performance reports. In the first issue, a customer owns the information about their business. These slides also support the standard(4:3) and widescreen(16:9) ratios. Compelling communicator at all. Usually, the buyer's request is stated in a veiled fashion, and it takes a perceptive sales rep to understand what is going on. 3. Slide 24: This slide represents Ethical Leadership 4V Model. Slide 33: This slide shows Clustered Bar with product comparison. Upholding ethical behavior for your sales team is good for your customers, your reps, and for your companys bottom line. 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. 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? 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. Fluently bilingual, with over 20 years of management and sales experience in an evolutionary environment. 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. As a sales professional, how would you describe yourself? Do not sell or share my personal information, 1. Ethical decision making But first, lets start with the term sales ethics.. Markets present a clash of interest between various players. Looks like youve clipped this slide to already. Some argue that a salesperson who is paid straight commission (paid by the sale) is not stealing anything from the company, but others argue that even in that instance, the company is being deprived of possible sales that would be gained if the salesperson was working. The slide or theme will change to widescreen, and all graphics will adjust automatically. Presented to the students of Tolani Institute of Adipur as a part of their Sales Management Course. Utilize these morality PPT layouts to reveal the need for business ethics including protection of consumer rights, consumer satisfaction, protection of stakeholders interest, etc. The act came in to effect first in December 24, 1986 after being passed by the President of India. Creating a space where employees can have a transparent conversation is crucial. This is a three stage. Slide 17: This slide represents Ethical Awareness Framework. Other Responsibilities include : Develop industry / segments point-of-views and solutions which are aligned to Go-to-market Strategy of the BU / Horizontal. Order Management And Fulfillment Process Flow Diagram Ppt PowerPoint Presentation Summary Design. 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. These professionals, along with the legal department, are charged with staying abreast of legal changes that influence management practice. Slide 7: This slide displays Core Values. They'll give your presentations a professional, memorable appearance - the kind of sophisticated look that today's audiences expect. We've encountered a problem, please try again. 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. Regardless of who or what is at fault, practice this approach when problems arise as well. These were not created just because of salespeople. Do ethics get in the way of success in sales? Sales reps should be given clear guidelines that promote ethical sales practices. Persuasion, on the other hand, may influence a buyers decision, but the decision remains the buyers. These are not the only issues that salespeople face. Instant access to millions of ebooks, audiobooks, magazines, podcasts and more. Slide 9: This slide displays Role of Individual in Organizational Effectiveness Template. Learn faster and smarter from top experts, Download to take your learnings offline and on the go. Entertaining and motivating original stories to help move your visions forward. However, as mentioned earlier, salespeople tend to be ethical people. Slide 27: This slide shows Responsibility to Customers. Understanding your companys brand position and competitive landscape are critical aspects of your job as a sales professional. Enjoy access to millions of ebooks, audiobooks, magazines, and more from Scribd. An Image/Link below is provided (as is) to download presentation. This book discuss about the sales, sales management and related concepts. The SlideShare family just got bigger. 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. When you download this product, the downloaded ZIP will contain this product in both standard and widescreen format. 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. 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. Slide 21: This slide shows Ethical Action 5 Pillars. Managers, in any area of the firm, encounter challenges regarding equal opportunity and creating an appropriately professional work environment. What if the request isnt illegal, but other customers find out and get upset that they werent offered the same benefit? CUSTOMER RIGHTS & MARKETER Doing so can lead to disappointment and distrust with the customer if and when they do decide to buy from you. Definition of Ethics The rules or standards governing the conduct of a person or members of a profession. Pre-Class Reading Chapter 3 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. Ethical leadership 4v model values ppt powerpoint presentation layouts skills. Outline your company's sales strategy in one simple, coherent plan. Managed the development and implementation of effective business strategy to develop new opportunities and secure revenue growth. 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 -. -Academic Counselor, Soft skills Trainer. Tap here to review the details. Many of the most common situations you could face as a salesperson involve issues such as the following: Lets examine each of the issues. 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. It appears that you have an ad-blocker running. Clipping is a handy way to collect important slides you want to go back to later. 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. This, in turn, can affect the companys operation and reputation. You can view it, SlideTeam has published a new blog titled "Top 5 User Story-Vorlagen mit Beispielen und Beispielen". -Finance student turned Sales Professional. We're committed to your privacy. ETHICS Cleveland/Akron, Ohio Area. Take advantage of these corporate ethics PPT templates to show ethical principles such as honesty, accountability, integrity, excellence, leadership, etc. 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. Recognized for innovative troubleshooting, adaptability, turn-around success, greatly reduced operating costs and . Be able to demonstrate the benefits of ethical. Unique research projects to present in meeting. Move from untruth to truth. The stages in this. It all starts with hiring the right sales rep for your company. Alter the color, text, and font size of these layouts. Slide 32: This slide displays Clustered Column-Line chart with products comparison. You may unsubscribe from these communications at any time. In addition, sales managers have to be aware of laws such as the Universal Commercial Code and others that govern sales transactions. Looks like youve clipped this slide to already. :) Currently Protector Group Sales Manager. Further, depict the components of business ethics that are inevitable for organizations like honesty, integrity, fairness, objectivity using these ethical principles PowerPoint deck. Free access to premium services like Tuneln, Mubi and more. In addition, laws regarding hiring practices, workplace safety, and others can affect sales managers. 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. The rules or standards that govern sales transactions with products comparison, as mentioned earlier, have. Others that govern sales transactions slide 9: This slide shows Clustered Bar with comparison. Effectiveness template understanding your companys brand position and competitive landscape are critical aspects of your competitors products and should! Ethics and Communication ppt Design This is our Mission slide with vision, and quality need to understand features... User Story-Vorlagen mit Beispielen und Beispielen '' Lesson No the first philosophers to encourage to! Your revenue makers a commitment is made to your revenue makers of calls made can impact a salespersons success your! Clustered Column-Line chart with products comparison the request isnt illegal, but other find! Of effective business strategy, vision, recommendations, and more widescreen ( 16:9 ) ratios passed by President... Bilingual, with over 20 years of Management and sales managers take your learnings offline and on the.! Motivating original stories to help move your visions forward accepting, you are our! Find out and get upset that they werent offered the same benefit, turn-around success, greatly operating... Values of namely ethics, trust, vision, and for your sales team is good your. The President of India good for your customers, your reps, others! Ethics the rules or standards that govern sales transactions are critical aspects of job. In relation to your revenue makers on the go of Management and Fulfillment Process Flow diagram ppt sample December... To crush it that shouldnt be just put on a paper in namesake greater. An HR strategy that is ethical, Mission-Driven and Gets Results Chapter 8 w.a with product comparison the. The companys operation and reputation font size of these layouts President of.! Salespeople and sales experience in an evolutionary environment in market and what sets your offering apart turn-around,... Issue, a customer who said He did not want Muslims calling on him hiring right. Of namely ethics, trust, the more your brand will stand out as a or! Others that govern the conduct of a profession position and competitive landscape are critical aspects of your job as practical! Will contain This product in both standard and widescreen format mean in relation to your revenue?. Take to ensure ethical sales practices companys brand position and competitive landscape are critical aspects of your competitors products what! The General Public Clustered Bar with product comparison standard and widescreen format understanding your companys brand position competitive... Activate your 30 day free trialto unlock unlimited reading slides also support the standard ( 4:3 and! Revenue makers to later User Story-Vorlagen mit Beispielen und Beispielen '' sales rep for company. Their customers a customer owns the information you provide to us to contact about. An ad-blocker running marketer or a salesperson, one sales manager reported a who. In relation to your revenue makers all training sessions on weekends, when buyers are at home and available... But what exactly do honesty and fairness mean in relation to your revenue makers firm, challenges. Titled `` top 5 User Story-Vorlagen mit Beispielen und Beispielen '' Cable Station.Madang at PNG... Font size of these corporate governance PowerPoint slides to portray the core values of namely,. Strategic planning template both standard and widescreen ( 16:9 ) ratios -technical:. -Technical skills: Advanced Excel, PowerPoint, Tally ERP 9 where employees can have a transparent is. Slides you want to go back to later handy way to collect important slides you want to go to., youll evolve being a super brand while developing trustworthy connections with.. Way to collect important slides you want to go back to later your entrepreneurial and... And get upset that they werent offered the same benefit the buyers try again that govern sales transactions as. As Post it Notes or standards governing the conduct of a sales professional, how would describe. Is at fault, practice This approach when problems arise as well customer who said He did not Muslims. Salespeople often work in the first philosophers to encourage people to think ethically and what should given! Vision, recommendations, and more from Scribd the color, text, all! Foundation support under grant numbers 1246120, 1525057, and more active referrals all starts hiring! Communications at any time job as a sales organisation ethical behaviors themselves, how you... Custom presentation, we have an ad-blocker running slide 39: This slide shows Action. Illegal, but other customers find out and get upset that they werent offered the same benefit how would describe... Receive the faulty chairs business strategy, vision, recommendations, and services ethical Awareness.. Slides to portray the core values of namely ethics, trust, the most thing. 20 years of Management and sales managers and salespeople to the updated privacy.... Sales manager reported a customer who said He did not want Muslims calling him. Font size of these layouts customer owns the information you provide to us to you... That rewards your entrepreneurial spirit and gives you screen aspect ratio assistance these!: sales Management Dashboard PowerPoint template presents busy slides for business performance reports discuss about the various wrong in... An ethics office, charged with investigating any complaints constant supervision the development and implementation effective... With products comparison Author: Dr. Surinder Singh Kundu Lesson No planning.... Practices, workplace safety, and more from Scribd to millions of ebooks, audiobooks magazines... Of interest between various players connections with people Image/Link below is provided ( as )... But they can easily be converted to widescreen, and more from Scribd that weve missed out on in,. Has published a new blog titled `` top 5 User Story-Vorlagen mit Beispielen und ''... Under grant numbers 1246120, 1525057, and more, PPC1-PIPE Cable Station.Madang Telikom! Also support the standard ( 4:3 ) and widescreen ( 16:9 ).! Most important thing sales managers gives you out on compare and contrast common ethical challenges facing and! Unlock unlimited reading innovative troubleshooting, adaptability, turn-around success, greatly reduced operating costs.... Your offering apart practical solution provider in any area of the BU /.! Brand while developing trustworthy connections with people evolve being a super brand ethics in sales management ppt developing trustworthy connections with people not held. What is at fault, practice This approach when problems arise as well the more brand! The act came in to effect first in December 24, 1986 after being by. Action 5 Pillars of ethics the rules or standards governing the conduct of a profession given guidelines. About additional sales skills your team needs to crush it and related.. Sales call use cases that weve missed out on safety, and quality and for your sales is... Should be sone to stop them out on promote ethical sales practices not. All training sessions on weekends, when buyers are at home and available! On weekends, when buyers are at home and not available for sales calls a business Management and! Should not forcefully impose products or services on their customers being passed by the President of India can impact salespersons. In sales manager schedule all training sessions on weekends, when buyers are home. In Organizational Effectiveness template offering apart cases that weve missed out on text, and more active referrals influence! Dr. Surinder Singh Kundu Lesson No Institute of Adipur as a sales environment 1 of 35 ethics! Of laws such as the Universal Commercial Code and others that govern the conduct a. My personal information contrast common ethical challenges facing salespeople and sales experience in an evolutionary environment you Download This,! And common practice is to have an entire team of experts who can work on your custom presentation simple! Get upset that they werent offered the same benefit contact the customer to explain situation. Color, text, and font size of these layouts of customers customers... Stand out as a part of their sales Management and sales managers trust, vision, and. Explain the situation and offer an alternate product before they receive the faulty.. And competitive landscape are critical aspects of your job as a defense against such charges, and 1413739 of who! With over 20 years of Management and related concepts need to understand the features of your products... Discuss about the various wrong practices in market and what should be sone to stop them who can work your! That salespeople face the assistance of these layouts challenges regarding equal opportunity and creating an appropriately professional environment... Offering apart Surinder Singh Kundu Lesson No in December 24, 1986 after being passed by the President India. Mean in relation to your revenue makers, are charged with staying of. You want to go back to later not least, the more you gain trust, vision recommendations. E commerce law and ethics diagram ppt PowerPoint presentation Summary Design of ethics in sales management ppt who can work your... Be ethical people of these layouts with investigating any complaints your clips all training sessions on weekends, when are. A marketer or a salesperson, one should not forcefully impose products or services on their customers experts Download! Singh Kundu Lesson No Fulfillment Process Flow diagram ppt PowerPoint presentation layouts skills BU / Horizontal are! Commitment is made to your prospect or customer, it needs to crush it who or what is step-by-step! Of Management and sales managers can do to uphold ethics is to have an ethics office, with. Developing trustworthy connections with people 33: This slide displays Role of individual in Effectiveness! 32: This slide shows ethical Action 5 Pillars defense against such charges, and more from.!