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4.15 Marketing

4.15 Marketing. Ethical & Technical Considerations in Selling. Ethics in Selling. Determine how they conduct relationships with their customers, employers, and competitors. Customers - involve the use of entertainment and gifts and the disclosure of confidential information

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4.15 Marketing

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  1. 4.15 Marketing Ethical & Technical Considerations in Selling

  2. Ethics in Selling • Determine how they conduct relationships with their customers, employers, and competitors. • Customers - involve the use of entertainment and gifts and the disclosure of confidential information • Employers - involve expenses and job changes. • Competitors - how companies talk about competitors and treat competitive products.

  3. Concerns from Employees • Equal Employment Opportunity Commission (EEOC) • Demographic discrimination • Equal pay and compensation • Retaliation • Pregnancy, Race, Religion • Sexual Harrassment

  4. Concerns from Coworkers • How do bad work ethics affect you? EXAMPLE: Group projects – who pulls their weight??? • Poor work habits • Do coworkers possess appropriate skills to complete the job? • Personal problems

  5. Concerns about Customers • Theft (Hotel Towels) • Fraud (Insurance Claims) • Overpayments (Receiving too much of a tax refund) • Tampering – returning a functioning product for a refund, switching price tags, etc.

  6. Concerns about Competition • Comparing / Sharing information • Underselling (price cutting to drive down pricing) • Unethical Practices (Example: Furs) • Plagiarism

  7. Concerns about Sales People • Sales people may encounter many situations not covered by company POLICY and therefore must develop personal standards of right and wrong. • Can lose their self-respect and the respect of their company and customers • salespeople with a strong sense of ethics will be more successful than salespeople who compromise their own ethics for short-term gain.

  8. Reciprocal (Mutual) Sales Considerations • How can this create an ethical situation? • Two or more parties make an agreement to work with each other • This can deliberately ELIMINATE the competition, which makes the sales agreement UNETHICAL.

  9. Technology - SALES • How does technology assist sales people? • How does technology impact sales forecasting? • How does technology affect sales presentations? • How does technology affect web-based sales? • How does technology affect sales of computers? • How does technology prospect sales? • How has technology CHANGED in the past 10 years?

  10. TECHNOLOGY IN SALES • Caroline is unable to travel to a client's office but needs to demonstrate product features and be able to answer questions as they arise. What technology tool would be helpful to her in making a sale? • WEB PRESENTATIONS, TELECONFERENCING, SKYPE, WEBINARS, ETC.

  11. ACTIVITY (Part 1) • Working in a group of three, think about a sales person you or someone you know has had an encounter who made you question his/her ethics in regards to making a sale. Prepare to discuss what principals were violated.

  12. Activity (Part 2) – Research • What technology can be used for prospecting • What is an example of the NEWEST technology to demonstrate products to clients? • What technologies are used to process customer orders? • What technologies are used to see if a product is available? • How has the use of technology affected the selling process?

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