ethics in sales management ppt
We've encountered a problem, please try again. Business Management Ethics Ppt Example Of Ppt For example, the Uniform Commercial Code (UCC) determines when a sale is a sale. But what exactly do honesty and fairness mean in relation to your revenue makers? I can advise you this service - www.HelpWriting.net Bought essay here. The SlideShare family just got bigger. You can read the details below. Factor shaping ethics in For example, if an employee does notice a leader or teammate exhibiting behavior that does not uphold the values of the organization, there should be a safe space for open dialogue to provide feedback and solutions to prevent the behavior from happening again. -Academic Counselor, Soft skills Trainer. Slide 30: This slide reminds about Coffee Break. So should a sales manager schedule all training sessions on weekends, when buyers are at home and not available for sales calls? Free access to premium services like Tuneln, Mubi and more. 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. Ethics in Sales and Marketing. Pre-Class Reading Chapter 3 It means understanding your customers demands, respecting their choices, and being honest while offering your solutions. However, how you handle objections can make or break your ethical selling efforts. Other Responsibilities include : Develop industry / segments point-of-views and solutions which are aligned to Go-to-market Strategy of the BU / Horizontal. 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. Cleveland/Akron, Ohio Area. It needs to be implemented from every facet of the organization. Are there any sales call use cases that weve missed out on? 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Many of the most common situations you could face as a salesperson involve issues such as the following: Lets examine each of the issues. Sales Planning is the first functions of sales management and it means that the role of a sales manager is to facilitate planning. Here's how to implement an ethical management plan: 1. Would you use terms such as "pushy," "annoying," or "aggressive?" In addition, sales managers have to be aware of laws such as the Universal Commercial Code and others that govern sales transactions. Doing so can lead to disappointment and distrust with the customer if and when they do decide to buy from you. Slide 40: This is Puzzle slide with icons and text boxes. Now lets find out how to establish ethical behavior for your sales team. ". If a commitment is made to your prospect or customer, it needs to be kept. Looks like youve clipped this slide to already. Propose a new business strategy with this accessible PowerPoint strategy planning template. Chapter 6Management Ethics. Instant access to millions of ebooks, audiobooks, magazines, podcasts and more. 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. Sales managers face the same challenges in managing salespeople that all managers face. Enjoy access to millions of ebooks, audiobooks, magazines, and more from Scribd. Play It By Trust: Ethical marketing - can we do it? We've updated our privacy policy. CUSTOMER RIGHTS & MARKETER Legal and Ethical Considerations in Marketing, Product Safety, and Intellectu Ethics in Sales & Marketing in Jeans Apparel Lifestyle, Life Insurance Corporation of India/ Kodungallur. 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. Why or why not? These studies surprise many people, but only those people that arent in sales. Ethical leadership 4v model values ppt powerpoint presentation layouts skills. In the second issue, the concern is whether the gift is so extravagant that it is considered a bribe. Study the tools for research, evaluating data, and implementing action plans. Slide 28: This slide depicts Responsibility to Employees. Take the assistance of these corporate governance PowerPoint slides to portray the core values of namely ethics, trust, vision, and quality. Slide 31: This slide is titled as Additional Slides for moving forward. Sales Ethics 1. Ethics Marketers have faced ethics challenges in how claims are made in advertising, while supply chain managers have encountered dilemmas in dealing ethically with vendors. Copyright 2023 SlideTeam. Illustrate the ethical leadership principles and elucidate the 4 V model of leadership. Shells ethics policy, for example, is a book over twenty pages long! By whitelisting SlideShare on your ad-blocker, you are supporting our community of content creators. Here's what our users say about their experience. 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. Ethics in Supply Chain Management Ryan Hughes Andy Frederick. Who to complain and what to do. The loss of the commission was worth it. Many buyers would question the motives of a salesperson giving too large a gift. *Medical representative in Damascus, previously in Homs . Management Studies. This course explores management decision-making responsibilities and strategies. 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. Teaching it implies rules to be ethical. Ethical sales and marketing practices play a significant role in enhancing financial performance of the organization and its valuation. Clipping is a handy way to collect important slides you want to go back to later. Now customize the name of a clipboard to store your clips. By whitelisting SlideShare on your ad-blocker, you are supporting our community of content creators. Also explains the structure and objectives of a sales organisation. Activate your 30 day free trialto continue reading. How to incorporate an ethical culture in your sales team? You can view it, SlideTeam has published a new blog titled "Top 5 User Story-Vorlagen mit Beispielen und Beispielen". 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. Ethics is the set of rules or standards that govern the conduct of a person or members of a profession. We've encountered a problem, please try again. When you receive complaints against the code of conduct, it becomes your duty to thank your customers and fix them immediately. Slide 3: This slide displays the Introduction. So how do companies manage ethical practices? 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. 3 ethical & legal issues Magiel Amora 29.1k views 44 slides Ethics in marketing SUPRIYA SINGH 45.2k views 17 slides : 01 Vetter: Dr. V.K. Usually, the buyer's request is stated in a veiled fashion, and it takes a perceptive sales rep to understand what is going on. ", "Snov.ios Email Finder reduced the time it took us to find email addresses by almost 50% and the lead generation efforts by 20%. Now customize the name of a clipboard to store your clips. For these reasons, sales managers should develop close working relationships with the human resources department. 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. Do ethics get in the way of success in sales? Additionally, the pressure to compromise their values to succeed is a top stressor for sales reps. Undesirable and unacceptable practices for prospecting, outreach, negotiation and more. By accepting, you agree to the updated privacy policy. Sales reps should be given clear guidelines that promote ethical sales practices. This is a four stage process. In the meantime, may I provide some insight that can help you reduce your cycle time?". By exhibiting ethical behavior and selling with integrity. 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. Slide 11: This slide showcases Business Ethics Need. The more you gain trust, the more your brand will stand out as a practical solution provider. World's Best PowerPoint Templates - CrystalGraphics offers more PowerPoint templates than anyone else in the world, with over 4 million to choose from. 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. HubSpot uses the information you provide to us to contact you about our relevant content, products, and services. It appears that you have an ad-blocker running. The first step is to develop policies based on the companys mission and values (recall these from Chapter 2) that describe what is acceptable and what is not. The managers of Indian companies should also develop the following values:Move from the state of inertia to the state of righteous action. Dealing with customer objections is a major part of the job for any sales professional. 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. This, in turn, can affect the companys operation and reputation. Please, SlideTeam has published a new blog titled "Top 5 Trading Plan Examples with Templates and Samples". Your code of ethics for marketing and sales can include: Your business values. While it may be tempting to defer responsibility to save face, being accountable for your actions and offering a solution to remedy the situation is a more ethical approach. Objectives. You can similarly convert our content to any other desired screen aspect ratio. Ethical leadership Laws that affect sales operations include pricing discrimination, which we discuss in Chapter 15, and privacy laws, discussed earlier. So how to instill such ethical behavior habits in your team? Want a Custom Designed Slide or PPT? The FSG requires that companies also have internal auditing procedures to ensure that misconduct can be detected. Click here to review the details. Slide 29: This is Business Ethics Icons Slide. Legal. An Image/Link below is provided (as is) to download presentation. Move from unethical actions to ethical actions. Sales managers have all the usual management concerns, such as fair hiring practices. Looks like youve clipped this slide to already. Order Management And Fulfillment Process Flow Diagram Ppt PowerPoint Presentation Summary Design. As long as the special request can be provided to anyone who asks for it, no law is broken. Typically, a sale is a sale when the product is delivered and accepted by the buyer. 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 12: This slide depicts Business Ethics Key Drivers. Activate your 30 day free trialto unlock unlimited reading. Edition) 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. Some older products that we have may only be in standard format, but they can easily be converted to widescreen. Click here to review the details. Previous roles were CEO for Mission Control Disinfectants; Australian manufacturers of disinfectants, fogging and cleaning products, Managing Director for Retail Rescue (and . Fiaccabrino Selection Process Work Ethics Empathy And. Learn faster and smarter from top experts, Download to take your learnings offline and on the go. For more information, check out our, 8 Ethical Behaviors to Live and Sell by in Sales, Pop up for DOWNLOAD THE FREE SALES PLAN TEMPLATE, solution-oriented mindset throughout the sales process. Or do they fire the customer? Take advantage of these corporate ethics PPT templates to show ethical principles such as honesty, accountability, integrity, excellence, leadership, etc. Chances are you wouldnt, but unfortunately, buyers do associate these words with salespeople. ", "We needed an additional contact channel, and discovering Snov.io has allowed us to boost our conversion rate, both contact-to-reply and contact-to-call. -Masters in Financial Analysis from St. Joseph's College of Commerce, Bangalore. -HR tech, SAAS Sales. Business ethics as an Oxymoron. Free and premium plans, Customer service software. Published: Clipping is a handy way to collect important slides you want to go back to later. If the customer was to be fired, the salesperson would lose commission. Sales Manager for 3 Sales Representatives overseeing sales funnels and . Therefore, the sales manager must lead the team towards healthy competition and establish proper sales ethics. 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. Pricing discrimination laws could come into play if such a discount is not made available to all who ask. Instant access to millions of ebooks, audiobooks, magazines, podcasts and more. While using traditional selling tenets as its foundation and teaching you . 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. Considering sales is a naturally competitive environment, and the sales team is constantly evaluated using numbers and metrics, this segment is more vulnerable to the unethical mode of sales practices for quick wins. When interacting with prospects and customers, reps should strive to build trust first and sell second. Activate your 30 day free trialto continue reading. Activate your 30 day free trialto unlock unlimited reading. Don't misuse data. Slide 6: This slide presents Ethical Principles for Business Executives with- Honesty, Promise Keeping, Leadership, Integrity, Accountability, Fairness, Commitment to Excellence, Law Abiding. Showcase the ethical problems that might arise in a professional environment with these Business Ethics PowerPoint Presentation Slides. Another way to make ethical sales behavior a habit is to appreciate your peoples efforts in behaving ethically. Looks like youve clipped this slide to already. Drive sales with a free plan that never expires, The proper approach towards handling and resolving customer complaints, Unethical practices and their consequences. Slide 35: This is Meet Our Team slide. for life through services by Charles M. Futrell (12th 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. Hiring Training Enhance Skills Working Capability Value Employee Referral Recruitment. The SlideShare family just got bigger. What if the request isnt illegal, but other customers find out and get upset that they werent offered the same benefit? hbspt.cta._relativeUrls=true;hbspt.cta.load(53, 'b91f6ffc-9ab7-4b84-ba51-e70672d7796e', {"useNewLoader":"true","region":"na1"}); One of the greatest obstacles to upholding sales ethics is taking a "sales by any means necessary" approach. Do salespeople deserve the image or negative stereotype? 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. You can read the details below. Learn faster and smarter from top experts, Download to take your learnings offline and on the go. Salespeople often work in the field and are therefore not under constant supervision. Move from untruth to truth. Ethical decision making Slide 20: This slide displays Ethical Action explaining- Fairness, Integrity, Objectivity, Diligence, Competence, Transparency, Professionalism, Honesty. The stages in this. It appears that you have an ad-blocker running. Tap here to review the details. Codes of ethics, or ethics policies, can be pretty detailed. Be able to demonstrate the benefits of ethical. 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. 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. By accepting, you agree to the updated privacy policy. Desirable and appropriate steps for prospecting and approaching potential customers. Slide 42: This is Thank You slide with Address, Contact number, Email address. Who to complain and what to do. 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. Slide 2: This slide displays Content of the presentation. 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. Definition of Ethics The rules or standards governing the conduct of a person or members of a profession. 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. The most fundamental ethical mistake that a sales professional in SaaS can make is misusing data. Post your important notes. 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 38: This is Quotes slide to convey message, beliefs etc. 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. ", "We needed something that would help us automate, send emails just in time, yet feel personalized and human. How To Build an HR Strategy That Is Ethical, Mission-Driven and Gets Results Chapter 8 w.a. Get support from top management showing that they expect you to follow the spirit and letter of the law. DUTIES By whitelisting SlideShare on your ad-blocker, you are supporting our community of content creators. What safeguards do companies enact to ensure ethical behavior among salespeople and sales managers. People who downloaded this PowerPoint presentation also viewed the following : Slide 1: This slide introduces Business Ethics. Slide 24: This slide represents Ethical Leadership 4V Model. 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. Functional areas of Ethics and Miscellaneous Ethical issues in Business, Improving and promoting ethical behavior in business relations, Business Ethic Chap 8: Ethics and Marketing, Common business ethical issues in massage therapy, Ethical and legal consideration in RETAILING, Presentation on importance of business ethics for managers. How to do this? Communication principles. managers. Clipping is a handy way to collect important slides you want to go back to later. Not certain if taught is the right word. Who doesnt want that? Last, but certainly not least, the most important thing sales managers can do to uphold ethics is to exhibit ethical behaviors themselves. Move from the state of faithlessness to the state of faith and self-confidence. People who try to meet an unfair quota are more likely to In sales, several laws apply that also apply in other areas of marketing but are more prominent in sales. 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 forms a very important part of sales and is essential for lending integrity to a salesperson's behaviour. 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. Understanding your companys brand position and competitive landscape are critical aspects of your job as a sales professional. 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. We've updated our privacy policy. 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. You can read the details below. -Lead Generation. Yet training alone is insufficient. Authors Believe it can be taught. Slide 17: This slide represents Ethical Awareness Framework. Clipping is a handy way to collect important slides you want to go back to later. Accessibility StatementFor more information contact us atinfo@libretexts.orgor check out our status page at https://status.libretexts.org. Free and premium plans, Content management software. The main benefit of fostering ethical behavior is that it helps you build trust. BMK 2510: Introduction to Marketing (Mosby), { "13.01:_The_Role_Professional_Salespeople_Play" : "property get [Map MindTouch.Deki.Logic.ExtensionProcessorQueryProvider+<>c__DisplayClass228_0.
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