Ethical Sales Persuasion
Is ethical sales persuasion about proper technique or is it about people? Probably a little of both but for the purpose of this assignment we found people, relationships, and attitudes to be more compelling. In Psychology for Successful Selling, Robert Degroot probably said it best when he wrote:Most sales courses and books on selling deal with techniques, not with people. This thinking reminds me of my industry's popular definition of a consultant: a person who knows 99 ways to make love, but does not have a partner. (81)Why do salespeople have such a bad reputation? Why is there such a huge gap between ethics and sales in our society? What criteria should one use to determine what is ethical sales behavior? We will develop our ideas on the human aspect of ethical sales persuasion by presenting the elements of the sales profession that influence public opinion, analyzing the consequential dilemma resulting from the effort to standardize ethical behavior, and we hope to offer some theories as to the causes of unethical sales behavior. Next, we will also present, analyze, and hypothesize about some popular misconceptions concerning sales profession, effective sales qualities, motives for buy
He or she has the ability to determine which of the basic motives the buyer will respond to. Unfortunately, various groups have differing opinions on what is ethical or not. If there is no basis for making any future restitution, then chances are you did what was within the confines of ethical behavior. Now we would like to present The Ten Basic Motives, Qualities of Effective Salesperson in relation to Experience, Strategy, and Attitude. (24) In this case the customer is ready to make the purchase decision right now, yet could save 20 percent by waiting a couple of weeks. " (24) To better understand this; let us first look back into the history of selling here in the U. In addition, the worst downside for the sales rep is that he or she gets terminated. " (76)The sales profession is undergoing dramatic change and evolution as we speak. But in our society today, ethical standards are set by the group as a whole, not the individual. " (66) I most often think of salesman as unethical and only out to sell the product, or get their commission. These represent federal laws that restrict such things as price discrimination where unfair discounts are given to some buyers but not others. Then the sales rep lays on some fancy closing techniques that literally catch the buyer off guard to the point they sign the order over lunch. Salesperson trains to sense the best psychological moment to terminate the presentation and make the sale. These days, it is very possible for any salesperson to rationalize away the justification for unethical conduct. Then we will moves on to present some possible theories about what influences or facilitates unethical sales behavior.
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Acceptance Essays
