1. Ethical & Technical Considerations in Selling
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 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.