Group 1 presents information on ethics in sales management. It defines key terms like business ethics, sales management ethics, and boundary spanners. It discusses how customers can be vulnerable to salespeople due to ignorance, naivety, or powerlessness. Codes of ethics define acceptable behaviors for companies and occupations. Approaches to ethics include idealism, relativism, and consequentialism. An organization's ethical climate and emphasis on sales can influence employees' ethical decisions and behaviors. Laws aim to protect fair competition and consumers from unfair business practices. The goal of ethics in sales is for salespeople to prioritize ethical treatment of customers over short-term gains.
Ethics First... Then Customer Relationships - Chapter 3 of Fundamentals of Selling by Charles M. Futrell. Presented to the students of Tolani Institute of Adipur as a part of their Sales Management Course
Ethics First... Then Customer Relationships - Chapter 3 of Fundamentals of Selling by Charles M. Futrell. Presented to the students of Tolani Institute of Adipur as a part of their Sales Management Course
The core marketing philosophies are summarized here.
Though, the new millennium's philosophies miss out on this presentation...
Do further research to understand the philosophies better.
Especially, if you're really interested in becoming a top marketing guru locally, regionally, and or globally.
Chapter 1 DEFINING MARKETING FOR THE 21st CENTURYNishant Agrawal
DEFINING MARKETING FOR THE 21st CENTURY
WHAT IS MARKETED?
DEMAND STATES
Core MARKETING CONCEPTS
MARKETING CONCEPTS
Company orientation
Towards marketplace
COMPANY ORIENTATION
Holistic Marketing Concept
Understand four Ps (Marketing Mix)
MARKETING TASKS
Britain's other 2012 legacy
How will a new age of ethics affect selling?
In Autumn 2012 I was asked to give a talk on the ethics of selling to a network of ethical businesspeople. As a lifelong salesman, I felt a little like a lonely lion being thrown into a den of Daniels. To my surprise I managed to make a good case for the ethical approach of most salespeople. But I've since realised there was more to the invitation than I realised ‒ 2012 was a truly remarkable year ‒ Britain appears to have rediscovered ethics!
The feedback from my broadcast of this slide deck was intriguing ... to follow later.
The core marketing philosophies are summarized here.
Though, the new millennium's philosophies miss out on this presentation...
Do further research to understand the philosophies better.
Especially, if you're really interested in becoming a top marketing guru locally, regionally, and or globally.
Chapter 1 DEFINING MARKETING FOR THE 21st CENTURYNishant Agrawal
DEFINING MARKETING FOR THE 21st CENTURY
WHAT IS MARKETED?
DEMAND STATES
Core MARKETING CONCEPTS
MARKETING CONCEPTS
Company orientation
Towards marketplace
COMPANY ORIENTATION
Holistic Marketing Concept
Understand four Ps (Marketing Mix)
MARKETING TASKS
Britain's other 2012 legacy
How will a new age of ethics affect selling?
In Autumn 2012 I was asked to give a talk on the ethics of selling to a network of ethical businesspeople. As a lifelong salesman, I felt a little like a lonely lion being thrown into a den of Daniels. To my surprise I managed to make a good case for the ethical approach of most salespeople. But I've since realised there was more to the invitation than I realised ‒ 2012 was a truly remarkable year ‒ Britain appears to have rediscovered ethics!
The feedback from my broadcast of this slide deck was intriguing ... to follow later.
Ethics in Sales & Marketing in Jeans Apparel LifestyleDaniel A. Jimenez
Using social media culture to gather data about trends in the apparel industry back in 2012, Marketing Research conducted spot interviews and instant focus group discussions about what people really want about how clothing reflects their values, fashion styles and convictions as well as within their budget and convenience to acquire such sought after apparel...
SALESMANSHIP
Mental stages of a customer in sales effort
Selling Process
Who is a prospect ?
Creative Salesmanship Competitive Salesmanship
K A S H
Close of sale
Sales Management is the process of current exchanges of goods - and thus sales management forms an integral part of Marketing Management. A significantly broader meaning is assigned to sales management as it also encompasses managing the sales functions and the sales force.
To know more about Welingkar School’s Distance Learning Program and courses offered, visit:
http://www.welingkaronline.org/distance-learning/online-mba.html
This Slideshare is the sole Property of the Welingkar School of Distance Learning – Reproduction of this material , without prior consent, either wholly or partially will be treated as a violation of copyright.
How is sales force management likely to evolve in the coming 10 years?
Main themes are: co creation, networking, communication, the sales process, team based selling and the relationship between sales, marketing and customer service.
Business Ethics is a form of Applied Ethics. It originates from individuals, organizational
statements or from the legal system. It can be said to be the attitude, culture and manner of doing
business by the business community. Decision Making: It is our means of deciding a course of action. Without it our actions would be random and aimless.
Leadership: The conscious effort to adopt, integrate, and emulate the other 11 principles to guide decisions and behavior in all aspects of professional and personal life.
Accountability: Holding yourself and others responsible for their actions. Commitment to following ethical practices and ensuring others follow ethics guidelines.
Integrity: Incorporates other principles—honesty, trustworthiness, and reliability. Someone with integrity consistently does the right thing and strives to hold themselves to a higher standard.
Respect for others: To foster ethical behavior and environments in the workplace, respecting others is a critical component. Everyone deserves dignity, privacy, equality, opportunity, compassion, and empathy.
Honesty: Truth in all matters is key to fostering an ethical climate. Partial truths, omissions, and under or overstating don't help a business improve its performance. Bad news should be communicated and received in the same manner as good news so that solutions can be developed.
101 Unit 5: Business ethics,
in this paper I have coved ;
1. Unit summary
2.Learning outcomes
3. Terminologies related to business Ethics
4. Differences between Business Ethics and Personal Ethics.
5. Benefits of Effective Governance and Managerial Ethics.
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Focusing on what leading database practitioners say are the most important aspects to database development, Modern Database Management presents sound pedagogy, and topics that are critical for the practical success of database professionals. The 12th Edition further facilitates learning with illustrations that clarify important concepts and new media resources that make some of the more challenging material more engaging. Also included are general updates and expanded material in the areas undergoing rapid change due to improved managerial practices, database design tools and methodologies, and database technology.
Artificial intelligence (AI) offers new opportunities to radically reinvent the way we do business. This study explores how CEOs and top decision makers around the world are responding to the transformative potential of AI.
Oprah Winfrey: A Leader in Media, Philanthropy, and Empowerment | CIO Women M...CIOWomenMagazine
This person is none other than Oprah Winfrey, a highly influential figure whose impact extends beyond television. This article will delve into the remarkable life and lasting legacy of Oprah. Her story serves as a reminder of the importance of perseverance, compassion, and firm determination.
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3. Ethics describes the moral content of
behavior.
Business Ethics is the study of how
businesspeople behave when facing a
situation with moral consequences.*
Sales Management Ethics is the specific
component of business ethics that deals with
ethically managing the sales function.
4. Boundary spanner is someone who performs
his or her job in the “boundary” between a
company and a customer
Salespeople represent the company to the
customer and the customer to the company.*
Sales managers have a special role in
maintaining an ethical work and sales
environment.
5. Vulnerable meaning they are at a
disadvantage relative to the company.
Most often, the disadvantage comes in these
forms: Ignorance, Naiveté, and
Powerlessness
6. Source of Customer
Vulnerability
Salesperson Advantage Customer Disadvantage
Ignorance Salesperson has superior
technological knowledge
Customer is
technologically challenged
and cannot understand
salesperson
Naiveté Salesperson allows room
for negotiation in setting
prices
Customer doesn’t
understand the
negotiation process.
Powerlessness Salesperson works for an
exclusive supplier to the
customer who is under
contractual obligation to
purchase from the supplier
Customer represents a
small retail company with
few assets and little access
to other markets
7.
8. It express the values of a firm by specifying, in
writing, specific behaviors that are consistent
or inconsistent with those values.
Codes must not only be adopted, they must
embody values truly epitomized by top
management.
9. 1. Company codes that define ethical
boundaries for employees.
2. Professional codes that define ethical
boundaries for occupational groups.*
3. Business association codes that define
ethical boundaries for people engaged in the
same line of business.*
4. Advisory group codes suggested by
government agencies or other special
interest groups.
10. Bribes, gifts, kickbacks
Conflicts of interest
Illegal political
payments
Violation of laws in
general
Use of insider
information
Violations of secrecy
agreement
Falsification of sales
accounts
Moonlighting
Violation of antitrust
laws
Fraud and deception
Illegal payments
abroad
Justifying the means
by the intended end
11.
12. It deals with the systematic ways that
individuals recognize and resolve decisions
having moral content
13. Ideals are set of principles by which individual
determine morality.
Golden Rule is considered a widely held moral
principle or moral absolute
Moral Absolute represents a rule that should
always be applied with no exceptions or
excuses.*
Idealism as a moral philosophy deals more with
how people use these principles than with
whether individual principle itself is universally
valid.
14. As a moral philosophy, is a process by which
each individuals reach moral decisions based
more on the actions they perceive to be
acceptable given a particular situation
Those who are highly committed to
relativism usually reject moral absolutes or
imperatives
Relativism is sometimes called situational
ethics*
15. It is a philosophy that defines morality based
on the consequences of the behavior.
It allows some indiscretion based on the
argument that the “good” that results is more
important than the harm caused.
The end justifies the means.
16. Is a person’s evaluation of the situation from
an ethical perspective
Ethical Dilemma is a situation with
alternative courses of action, each having
different moral implications
20. It is a specific aspect of the organizational
climate
Organizational climate is the way employees
perceive the organizational culture
21. 1. Policies and rules
2. Trust and responsibility
3. Peer behavior
4. Bottom-line sales emphasis
22. It helps sales managers and sales people to
internalize and govern selling and marketing
conduct within the fir
Sometimes it is summarized in a code of
ethics
23. Its dimensions defines how far people are
trusted to behave in a responsible way and
are held personally responsible for their
actions.
24. As a dimension of ethical climate, is the
extent to which employees view coworkers as
having high standards.
25. Sales emphasis is the extent to which
employees feel pressured to prioritize
increased sales, profits, margins, or other
financial returns over all other concerns.
A strong sales emphasis or bottom-line
orientation, coupled with a control system
based on sales quotas, leads to a more
negative ethical work climate
26.
27. 1. Laws protecting companies from each other
2. Laws and policies protecting consumer and
society from unfair business practices
28. The Clayton Act prohibits a seller from
discriminating on price or terms of sale
among different customers when the
discrimination has a harmful effect on
competition.
This practice is called price discrimination
29. 1. The price differential is given in good faith
to meet a price offered by a competitor
2. The price differential is based upon cost
savings reflecting a difference in the cost of
manufacture, sale, or delivery resulting from
the differing methods or quantities in which
products are sold or delivered
30. Collusion
Price Fixing
Exclusive Dealing
Restraint ofTrade
Reciprocity
Tie-in Sales
Unordered Goods
Orders andTerms of
Sale
Business
Descriptions
Product Descriptions
Customer Coercion
Business Defamation
31.
32. Ethical Maturity- it is reached when
salespeople place the moral treatment of
others ahead of short-term personal gain