Explore examples of tricky situations that salespeople often encounter, and learn how to behave ethically while dealing with the pressure to deliver results.
- It's the end of the quarter, you're way off your sales budget, and your manager is pressuring you to bring in more business. One of your accounts will place a big order that may solve that, but you have it delivered by a date that you know will be virtually impossible to achieve. What do you do? Ethical business practice and following your company's code of conduct is critically important no matter what profession you're in. As sales professionals, our credibility, integrity, and character are cornerstones for how we're viewed by others.
In our role, we have contact with so many different people, whether it be from our accounts, potential prospects, the competition, and across many departments within our own companies. Our ethical behavior and standards must always be at the highest levels. My name is Dean Karrel, and I've spent my entire career in sales. And I'm a firm believer in the critical importance of ethical standards and behavior. Our reputations must be spotless. However, I'm also fully aware of the risks and potential traps that we as salespeople can fall into.
In this course, we're going to cover everything from proper selling techniques, and dealing with our competition, to expense account conduct and issues we can face with sales forecasting. Some of the subjects can be real dilemmas for salespeople as we face pressure to achieve sales results. However, our ethical business practices can never be compromised. I want to thank you for taking this course. Now, let's get started.
- Establishing credibility and a good reputation
- Behaving ethically in your work
- Avoiding deceptive selling tactics
- Using expense accounts for travel and entertainment
- Hiring and firing
- Ethics in the marketplace
- Delivering on your promise
- Dealing with cultural differences