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Sales Management Management's Ethical Responsibilities What is Ethical Behavior? So how do companies manage ethical practices? Edition) Dedicated individual stakeholder, consummate collaborator and engaging leader. 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. And that shouldnt be just put on a paper in namesake. Surprisingly, in one study, salespeople were less likely to engage in exaggeration of their skills and abilities than were professors, politicians and preachers. Objectives. To create a positive experience for both the customer and the company, it is imperative that trust-building is at the center of every sales interaction. Slide 12: This slide depicts Business Ethics Key Drivers. When trying to convince a prospect to invest in your product or service, it is critical you only present honest information. You can read the details below. Ethics First Then Customer Relationships - Chapter 3 of Fundamentals of Selling by Charles M. Futrell. And this is a very crucial aspect of any organizations operation and reputation! By accepting, you agree to the updated privacy policy. Ethical decision making 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. Called in todays terms bait and switch. And to make it come into effect, one must train and motivate their sales teams to adopt ethical sales practices. Activate your 30 day free trialto unlock unlimited reading. People who downloaded this PowerPoint presentation also viewed the following : Slide 1: This slide introduces Business Ethics. Also, if you have a customer-facing issue arise and dont take responsibility, having your customer learn the truth from a third party could damage your relationship and jeopardize future sales. Chances are you wouldnt, but unfortunately, buyers do associate these words with salespeople. 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. Clipping is a handy way to collect important slides you want to go back to later. Just download our designs, and upload them to Google Slides and they will work automatically. Sales Management 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. 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. ", "Snov.ios Email Finder reduced the time it took us to find email addresses by almost 50% and the lead generation efforts by 20%. Do not sell or share my personal information, 1. Customers may not know that their special request could get the salesperson in trouble and the request may be reasonable, just against company policy. Ethics in Marketing Jan. 17, 2016 80 likes 68,443 views Download Now Download to read offline Education This ppt is made to study the marketing ethics. Pre-Class Reading Chapter 3 Learn faster and smarter from top experts, Download to take your learnings offline and on the go. November 11, 2019. Meritech. Codes of ethics, or ethics policies, can be pretty detailed. CUSTOMER RIGHTS & MARKETER Additionally, striving to get the sale by any means can lead to unethical behavior for the sake of hitting quota. 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 Free and premium plans, Operations software. SALES ETHICS Increased revenue by 35% first year with company. Ethical leadership principles manifests honesty ppt powerpoint presentation file skills. Slide 3: This slide displays the Introduction. Yet training alone is insufficient. Looks like youve clipped this slide to already. -Technical skills : Advanced Excel, PowerPoint,Tally ERP 9. Amaze your audience with SlideTeam and Google Slides. Compiled & Presented By: : 01 Vetter: Dr. V.K. Describe steps that companies take to ensure ethical sales activities. Now customize the name of a clipboard to store your clips. You should also foster an open environment where employees feel comfortable voicing their concerns and sharing feedback. Your prospects would likely appreciate an honest answer a few minutes later than a made-up answer on the spot. Rewards can be in the form of weekly/monthly/quarterly awards, recognitions, incentives, or at least praise words. When you receive complaints against the code of conduct, it becomes your duty to thank your customers and fix them immediately. Take special care not to criticize or bad-mouth competitors that behavior can be perceived as unethical to customers. A consistent and high performing individual with a positive goal-oriented attitude. Are there any sales call use cases that weve missed out on? Play It By Trust: Ethical marketing - can we do it? We started looking for a solution, and we found Snov.io. You can read the details below. The company must also enforce the policy and have procedures in place that make enforcement possible. 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. Ethics in Business Management powerpoint slides.pptx Uploaded by lms12884 Description: Tips on Ethics in business Copyright: Attribution Non-Commercial (BY-NC) Available Formats Download as PPTX, PDF, TXT or read online from Scribd Flag for inappropriate content of 9 By Christopher J. Ackerman fIntroduction 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. Click here to review the details. By whitelisting SlideShare on your ad-blocker, you are supporting our community of content creators. By whitelisting SlideShare on your ad-blocker, you are supporting our community of content creators. Shells ethics policy, for example, is a book over twenty pages long! 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. HubSpot uses the information you provide to us to contact you about our relevant content, products, and services. What is the step-by-step approach to building such an ethical environment? Enjoy access to millions of ebooks, audiobooks, magazines, and more from Scribd. Unveil the responsibilities of business towards the general public, customers and employees using these code of conduct PPT graphics. School Hang Seng Management College Course Title BUS 3004 Uploaded By AgentKnowledge12214 Pages 31 What is Ethical Behavior? Then the salesperson may get a reputation for being untrustworthy. Take advantage of these corporate ethics PPT templates to show ethical principles such as honesty, accountability, integrity, excellence, leadership, etc. Google Slides is a new FREE Presentation software from Google. This ppt will tell us about the various wrong practices in market and what should be sone to stop them. Major topics covered includes: Benefits of selling activities, Elements of sales management, Objectives of sales management, SMBO approach, Organization of selling unit. 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. 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. You can view it, We have an entire team of experts who can work on your custom 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. 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. Earlier, we discussed how the number of calls made can impact a salespersons success. This is a e commerce law and ethics diagram ppt sample . ", "Snov.io helped us collect more than 80,000 leads in a month, accelerating our search for emails while reducing the cost per lead. Slide 23: This slide shows Ethical Leadership Principles. Compare and contrast common ethical challenges facing salespeople and sales managers. Business Ethics Needs And Drivers Ppt PowerPoint. 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. Instant access to millions of ebooks, audiobooks, magazines, podcasts and more. Copyright 2023 by Snov.io. The FSG requires that companies also have internal auditing procedures to ensure that misconduct can be detected. Slide 28: This slide depicts Responsibility to Employees. Download chapter PDF References How To Build an HR Strategy That Is Ethical, Mission-Driven and Gets Results Chapter 8 w.a. It appears that you have an ad-blocker running. 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. Typically, a sale is a sale when the product is delivered and accepted by the buyer. In the first issue, a customer owns the information about their business. Free and premium plans, Content management software. An ethics officer ensures that the ethics systems are in place and functioning. Business Management Ethics Ppt Example Of Ppt Arthur Anderson (mixed up with Enron) was a. leader in Ethics training. Introduction to Sales Management. Free access to premium services like Tuneln, Mubi and more. Move from unethical actions to ethical actions. 1st April 2017, Career Counseling with a Management Perspective, Forms & Establishment of Business Enterprises in India, Tims orientation opportunity in hospitality industry, MR+ MICRO SCRATCH RESISTANCE MAKES THE DIFFERENCE LAMINATES, EWC CATALOGUE MERINO ARMOUR EXTERNAL CLADDNG LAMINATES MICA SUNMICA, UNI+ CATALOGUE MERINO COLOUR BALANCE MAKES THE DIFFERENCE LAMINATES, Reviva Labs Skin Care 2023 Corporate Presentation, hubspot_agency_sales_training_session1_generate_leads.pptx, Slideshare Story of a SaaS founder - Sales assistant.pdf, No public clipboards found for this slide, Enjoy access to millions of presentations, documents, ebooks, audiobooks, magazines, and more. Slide 41: This is Venn slide. Design ( On the top bar) -> Page Setup -> and select "On-screen Show (16:9) in the drop down for "Slides Sized for". 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. Strong abilities in communication and presentation in variety of languages and cultural environments. You can read the details below. Clipping is a handy way to collect important slides you want to go back to later. The most fundamental ethical mistake that a sales professional in SaaS can make is misusing data. Sales managers have all the usual management concerns, such as fair hiring practices. Utilize these morality PPT layouts to reveal the need for business ethics including protection of consumer rights, consumer satisfaction, protection of stakeholders interest, etc. Also explains the structure and objectives of a sales organisation. 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. Note that these codes of ethics, the FSG, and the policies and procedures affect all employees. Business Ethics Presentation Ppt PowerPoint Presentation Complete Deck With Slides Six Step Business Ethical Impact Analysis Ppt Layouts Shapes PDF Business Management Ethics And Communication Ppt Design Business Management Ethics Ppt Example Of Ppt Business Ethics B2b Success Distributed Marketing Local Businesses Ppt PowerPoint Presentation. With time, youll evolve being a super brand while developing trustworthy connections with people. MARKETING ETHICS UNETHICAL MARKETING ADS. A good second step is to train all salespeople and sales managers on the policy. Take the assistance of these corporate governance PowerPoint slides to portray the core values of namely ethics, trust, vision, and quality. 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