Two Minute Paper: “The Sales Process has become urgent.” HOW HAS IT BECOME URGENT AND HOW CAN YOU STAY AHEAD OF THE CURVE? Relationship Selling in a New Era https://www.youtube.com/watch?v=vhvGjFCZbnU Relationship Selling in a New Era What made Mr. Cathcart more successful than the second collections agent? As you think about your sales career, what can you learn from Grandma? Share at least 2 lessons. https://www.youtube.com/watch?v=vhvGjFCZbnU Management’s Ethical Responsibilities Ethics refers to right and wrong conduct of individuals and the institutions of which they are a part. Ethical behavior refers to treating others fairly 3-4 How would you define ethical behavior? Common Ethical Issues for Salespeople A customer asking for information about one of their competitors, who happens to be one of your customers. What do you do? Deciding how much to spend on holiday season gifts for customers. What issues might come into play? Deciding to play golf on a nice day, since no one knows if you are actually at work or not. If I’m commission, does it matter? Can you fire a customer? Areas of Unethical Behavior DECEPTIVE PRACTICES Deceive Hustle Scam Exaggerate High pressure Withhold information/bluff NON-CUSTOMERORIENTED BEHAVIOR Pushy Hard sell Fast talking ILLEGAL ACTIVITIES Defraud Con Misuse company assets Other “gray areas” in Sales Ethics 1. The use of company assets, including abuses of equipment such as cars and computers, and expense reports; 2. Customer relationships, which includes such abuses as overstocking, overselling, overpromising, over-telling, and under-informing; 3. Competitor relationships, including disparagement, tampering and spying; 4. Relationships with peers and supervisors, including such abuses as territory poaching and false reporting; 5. Conflicts of interest, including improper disclosure; 6. Gifts and entertainment in excess of corporate and customer policies; and 7. Bribery and facilitation, specifically in countries in which they are accepted practices and not illegal. Top 10 Millionaire Success Factors 1. Being honest with people 2. Being well-disciplined 3. Getting along with people 4. Having a supportive spouse 5. Working harder than most people 6. Loving my career/business 7. Having strong leadership qualities 8. Having a very competitive spirit/personality 9. Being very well organized 10. Having an ability to sell my products/ideas 733 Millionaires were surveyed by Dr. Thomas Stanley “The Millionaire Mind”
