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Sales Management - Essay Example

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Is Sales Ethics an Oxymoron? Name of author Course name Professor 27 March 2011 Sales or marketing is one of the core segments of every organization which determines the success or failures of a business. Many people are of the view that selling and ethics are mutually exclusive…
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Download file to see previous pages It is difficult for the sales persons to agree that their product is inferior to another competing product. Under such circumstances, sales person will try to convince the customers at any cost. On the other hand many others are of the view that being truthful in an imperative for sales success. Relationship building is accepted as the core of every business activities at present and sales is also not an exception. Telling lies or cheating customers will never help the sales persons in establishing strong relationships with the customers. Customers who once cheated by the sales people will never come back to the same organization. This paper analyses the question; is sales ethics an oxymoron. Is sales ethics an oxymoron? Selling ethically, like all High Probability Selling principles, has been proven to statistically boost the probability of closing sales. Many salespeople report that truthfulness also reduces the stress and anxiety associated with the selling process. Radically Honest Selling is a Win-Win situation for both Buyers and Sellers. Buyers conduct business feeling treated fairly and respectfully. Salespeople enjoy their work more - and enjoy greater financial rewards (The Truth About Truth in Selling: Sales Ethics is NOT an Oxymoron, 2004).1 Shortcuts will help people to achieve temporary gains whereas in the long run shortcuts may create problems. In sales operations also the above fact is true. A sales person may succeed in selling his product or services using shortcuts or exaggerated claims; however the customer will realize the trap later and he may take legal actions against the company or the sales person which may destroy the reputation of both the company and the selling people. On the other hand, if the sales person adopts only the straight ways to sell his product, the customer may give more mouth publicity to that product which may raise the reputation of the company and the selling people. Both the buyers and the sellers should have met their objectives in a deal so that the relationships with the seller and the buyer may be strengthened. “A study in Business Horizons magazine from In­diana University, found that customers increasingly base their buying decisions on whether they be­lieve a company is ethical. Cynicism promotes fick­le buying habits” (Bucaro , 2006, p.1)2. Corporate social responsibility is a much debated term in business arena at present. Ethical selling habits are one of the major elements of corporate selling habits. A socially committed company should never try to cheat the customers with the help of exaggerated or misleading claims about their product. Ultimately, every social setups and systems are meant for the wellbeing of the society and no company or salespersons can survive for longer periods by neglecting the needs of the society. Putting blame on others for one’s own faults is not a good business or selling strategy. In the eyes of the customer, the reputation of the company and that of the selling person will grow only when the sales person was able to keep honesty in his approaches. Exceeding the needs or expectations of the customer will always help the sales person in building the reputation of the company. Instead of blaming the products or services of the competitor, the sales person should try to convince the customers with the help of the features and qualities of the product or service he is selling. The sales person sh ...Download file to see next pagesRead More
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