Business Ethics
in Selling
Ethics Defined
 The set of moral principles by which people conduct
themselves personally, socially, or professionally
 Business Ethics: A set of laws about how a business
should conduct itself
 Businesses have some legal responsibilities to do what is
right for society’s welfare
 Can a business behave unethically and still operate within
the law?
 Can poor ethics effect business?
National Association of Sales Professionals
Standards of Professional Conduct
1. Ethics and Professionalism: I will act with the highest degree of
professionalism, ethics, and integrity.
2. Representation of Facts: I will fairly represent the benefits of
my products and services.
3. Confidentiality: I will keep information about my customers
confidential.
4. Conflicts of Interest: I will disclose potential conflicts of
interest to all relevant parties and, whenever possible, resolve
conflicts before they become a problem.
5. Responsibility to Clients: I will act in the best interest of my
clients, striving to present products and services that satisfy my
customers’ needs.
National Association of Sales Professionals
Standards of Professional Conduct (Cont’d)
6. Responsibility to Employer: I will represent my employer in a
professional manner and respect my employer’s proprietary
information.
7. Responsibility to NASP Members: I will share my lessons of
experience with fellow NASP members and promote the interests of
NASP.
8. Responsibility to the Community: I will serve as a model of good
citizenship and be vigilant to the effects of my products and services
on my community.
9. Continuing Education: I will maintain an ongoing program of
professional development.
10. Laws: I will observe and obey all laws that affect my products,
services, and profession.
Core of Selling Ethics
 The most important aspect of business ethics in
selling is keeping the product or service at the root of
the sale
 Don’t get caught up in any of the following to close a
sale:
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Lying/bending the truth;
Gifts or bribes;
“Negative” selling;
Bragging about information that should be kept
confidential;
 Etc.
Ethical Dilemma
 You sell life insurance. A middle age man walks in your
office who you learn recently had a good friend pass
away, leaving the friend’s family in financial ruin. The
event scared your customer and he wants to buy the
most expensive life insurance policy you have. After
briefly reviewing his situation you realize that,
although you could easily sell the most expensive
policy and he would be happy with it, it far surpasses
his needs. What do you do?