A company’s selling activities are among the most conspicuous parts of its operations. Customers’ perceptions of an organization’s honesty are based on how its products are priced, how it competes with other companies, and how its employees interact with customers. It is difficult to overstate the importance of high ethical standards for employees who lead, or are engaged in, sales and service activities. High ethical standards are necessary to support organizational success and grow brand strength in a competitive marketplace.
Part AFor this part of the assignment, in 400 – 500 words, write a comprehensive summary focusing on ethics in selling.
Review the following slide presentation: Ethics in Retailing. vijeshvvk3. (n.d.). authorstream.com.
Identify opportunities where ethics in sales apply, e.g. If you are a salesperson on commission, are you ethically cheating another associate by not ringing up the sale under your co-worker’s name? “Who was helping you today?” By saying hello to someone, does that mean it is your sale/customer? Think about a recent scenario where you think ethical considerations were involved.
Describe your scenario and explain what specific elements in the selling scenario caused you to determine that an ethical decision was involved.
Summarize how ethics play a role when selling. Were you treated fairly and honestly in the sales experience? Was the information the salesperson provided accurate? Were you properly informed before making your buying decision?
Describe the potential consequences of unethical selling practices on a company’s ability to be successful. Individual and company consequences may include things like social media, termination, co-worker distrust, etc.
For this part of the assignment, in 400 – 500 words, write a comprehensive summary focusing on sales and service models.
Think about your most recent big-ticket purchase (tv, cell phone, recreational vehicle, computer, car, house, jewelry, etc.). Identify which selling model you would recommend using. Did the salesperson use this model? How do selling models differ when selling a big-ticket item versus something less expensive?
Which of the sales and service models covered in the materials describes your experience with your last big-ticket purchase?
How does suggestive selling apply in your own position?
What are the benefits of using a suggestive selling model to meet internal or external customers’ needs?
How can managers help employees be confident and effective using a suggestive selling model?For more information on Ethics in Retailing check on this:https://en.wikipedia.org/wiki/Ethical_marketing
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