1
Q
What is the factors that can affect ethical behavior?
A
- Personal needs
- Companies needs
- Costumers needs
2
Q
Check list for making ethical decisions
A
- Would my supervisor disapprove of this behavior?
- Would I be embarrassed if a customer found out about this behavior?
- Would I be upset if a salesperson did this?
3
Q
Buyers view of unethical sales behavior
A
- Lies about competiton
- Passes the blame on someone else
- Sells product that people do not need
Sales strategy
flashcards
Decks in class (14)
# Cards
-
Week 1: Selling and sales people6
-
Week 2: Buying behavior and the buying process8
-
Week 4: Adaptive selling for relationship building14
-
Week 4: Strenghten the presentation5
-
Week 5: Prospecting3
-
Week 6: Planning the sales call6
-
Week 7: Making the sales call6
-
Week 11: Ethical issues3
-
Week 8: Responsing to objections2
-
Week 8: Obtaining commitment7
-
Week 3: Briefing sales projects - using communication principles to build relationships3
-
Week 9: Formal negotiation0
-
Week 10:0
-
Week 121
