Ethical Sales Persuasion
Is ethical sales persuasion about proper technique or is it about people? Probably a little of both but for the purpose of this assignment we found people, relationships, and attitudes to be more compelling. In Psychology for Successful Selling, Robert Degroot probably said it best when he wrote:Most sales courses and books on selling deal with techniques, not with people. This thinking reminds me of my industry’s popular definition of a consultant: a person who knows 99 ways to make love, but does not have a partner. (81) Why do salespeople have such a bad reputation? Why is there such a huge gap between ethics and sales in our society? What criteria should one use to determine what is ethical sales behavior? We will develop our ideas on the human aspect of ethical sales persuasion by presenting the elements of the sales profession that influence public opinion, analyzing the consequential dilemma resulting from the effort to standardize ethical behavior, and we hope to offer some theories as to the causes of unethical sales behavior. Next, we will also present, analyze, and hypothesize about some popular misconceptions concerning sales profession, effective sales qualities, motives for buy
. . .
Some common words found in the essay are:
Wheeler-Lea Amendment, Trust Trust, Effective Salesperson, DSA Website, Life Insurance, Sales Personality, Robert Degroot, Robinson-Patman Amendment, Regarding Sales, Basic Motives, prospective buyer, sales persuasion, § desire, sales rep, sales profession, effective salesperson, ethical sales, wagon merchants, effective sales, basic motives, ten basic motives, salesperson qualities related, experience strategy attitude, ethical sales persuasion, unethical sales behavior,
Approximate Word count = 4768
Approximate Pages = 19 (250 words per page double spaced)
|
 |
