Ethics in Selling - Quotes

A salespersons ethics and values contribute more to sales success than do techniques or strategies.
Ron Willingham, Integrity Selling

We keep our promises. In all our activities, we adhere to the highest standards of ethical conduct.
Mission & Values statement Minnesota Life Insurance Co.

Ethics in Selling
Successful professional salespeople adhere

to a strict code of selling ethics.

Ethical selling decisions based on truth,

honesty, integrity, and moral judgments (i.e. right vs wrong) are essential for long-term relationships that can only be maintained through mutual respect and trust.

Ethics in Selling
Making ethical decisions in selling . . .

Is a daily reality and challenge (as it is in many other professions (e.g. doctors, lawyers, teachers). Often involves ethical and economic tradeoffs. From an economic perspective, may not always be best in the SR, but almost always will be best in the LR

Examples of unethical temptations for a salesperson

Make exaggerated claims to counter exaggerated

claims of a competitor Offer a customer an unauthorized gift in return for their business Conceal information from a customer in order to get their business and to meet your sales goals Put non business-related expenses on your expense account Divulging confidential information about one customer to another in order to facilitate a sale

 When we rationalize a decision we

have made, or an action we have taken, we often give creditable, although often untrue, reasons. It is an instinctive response driven by a need for psychological self protection.
Barbara Toffler, Tough Choices

Common Reasons (Excuses) for Unethical Behavior

1. Everybody else is doing it. 2. Its not that big of a deal. 3. Its necessary (the ends justify the means). 4. Its not going to hurt anyone. 5. Its for the benefit of the company or

somebody else. 6. I deserve it. 7. Its legal. 8. Nobody will know.

Guidelines for Making Ethical Decisions (Sears)

1. Is it legal? 2. Is it consistent with company

beliefs/values? 3. Is it right/appropriate? 4. Is it okay for others to know about this? 5. Is it going to make me feel bad?

Laws Pertaining to Sales (abided to by a professional salesperson)

Contracts
Price competition

Credit reporting
Debt collection Uniform commercial code (sales) Cooling off

Gift Giving Recommendation in Sales

Do NOT give before the sale is made
Do NOT attach any strings Keep it simple and insignificant, yet

thoughtful, so it cant be construed as a bribe Do make sure it is within company policy

Your Choices if Asked to Act Unethically

1. Do it

ignore your own values & moral judgment likely to feel guilty and lose self respect
2. Dont do it

voice opposition and try to change policy leave/quit get fired

Standards of Professional Conduct

(National Association of Sales Professionals)

1. Ethics and professionalism: I will act with the highest degree of professionalism, ethics and integrity. 2. Representation of facts: I will fairly represent the benefits of my products and services.

Never mislead, misrepresent, or build false expectations

3. Confidentiality: I will keep confidential information about my customers confidential.

Standards of Professional Conduct

(National Association of Sales Professionals)
4.

Conflicts of interest:

I will disclose potential conflicts of interest to all relevant parties and, whenever possible, resolve conflicts before they become a problem.
I will act in the best interest of my clients, striving to present products and services that satisfy their needs. I will represent my employer in a professional manner and respect my employers proprietary information. Remain loyal Practice we, not they Support total marketing effort Do not bad mouth the competition

5.

Responsibility to clients:

6.

Responsibility to employer:

Standards of Professional Conduct

(National Association of Sales Professionals)
7.

Responsibility to the public

I will serve as a model of good citizenship and be vigilant to the community effects of my products and services.
I will observe and obey all laws that affect my products, services, and profession. I will maintain an ongoing program of professional development Professional growth is never ending (technical knowledge, selling skills, people skills, etc.) Strive for balance in professional and personal lives (and dont let either jeopardize my effectiveness in carrying out my responsibilities)

8.

Legal responsibility

9.

Responsibility to self

Thoughts on Salespeople
I see them everywhere, and I have come to understand they are among the bravest of us. They face on a daily basis what we all dread the most: flat, cold rejection . . . Most of them may not have ever imagined they would end up doing precisely this. But as long as there is life and as long as there are businesses, there will be salespeople. - Bob Green

Remember, professional selling is problem solving and helping others

I will have more fun and enjoy more success in my personal life when I stop trying to get what I want and start helping other people get what they want.
-

NK philosophy statement sales training 1993

The only ones among us who will be really happy are those who have sought and found how to serve.
-

Albert Schweitzer

Success has nothing to do with what you accomplish for yourself, its what you do for others. - Danny Thomas

Because the customer has a NEED, we have a job to do. Because the customer has a choice, we must be the BETTER CHOICE. Because the customer has sensibilities, we must be CONSIDERATE. Because the customer has an urgency, we must be QUICK. Because the customer is unique, we must be FLEXIBLE. Because the customer has high expectations, we must EXCEL. Because the customer has INFLUENCE, we have the hope of MORE customers. BECAUSE of the customer, WE exist! - Executive Speechwriter Newsletter, Vol. 10, No. 5