...Memorandum To: From: Date: December 2, 2014 RE: Ethics and Sales Assignment This memo concerns my ethics and sales assignment for ABM 222. In this memo I will discuss the importance of ethics in a sales role. I will also discuss when stretching the truth is acceptable or not and the different ways I would react to unethical practices. • I believe that ethics can exist in a commission only bases sales position. Not only does business ethics exist in a commission based sales position, I think it is very important. The way a sales representative makes money is a commission-based position is through their sales. Without the customers purchasing from them, they have no income. Ethics is very important in this position because it is the foundation of a sales representatives income and professional career. Trust and fairness is a large part of this as well. If a customer can’t trust you, there is no reason that they will purchase a product from you. Even though you may work for a large corporation as a sales representative, you are the one that represents yourself and your brand. From FIM 210, I remember creating a brand called you statement and I hold myself to always honor that statement. By honoring my brand I am able to always be honest, respectful, and dependable with my customers in the future. The difference between reality and fluff comes with the honesty that a sales representative will have. By being honest with the customer they are able to provide the benefits...
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...Is Sales-Ethics an Oxymoron? Globalization highlighted the ethical issues and concerns for every individual organization, multinational organizational conduct their operations under ethical code of conduct to confine the issues faced by unethical conducts. Many organizations such as pharmaceutical firms, technological firms and financial firms pay more attentions to ethical behavior to ensure the sales to consumers have been impeccably ethical. However managers pay attention to behavioral ethical conducts that ensure the professional attitude of sales force towards consumers/customers (Chen & Tang, 2006, 69). Recent unethical conducts by Enron and WorldCom highlighted the attention for sales and ethical behavior, because unethical conduct and sales ethics can ruin the whole organization wide reputation (McDevitt et al, 2007, 73). Business ethics is counter stone for doing business in industry that however considered by every single organization, which eventually encourages every single business entity to develop the organization’s processes based on ethical conducts. Business ethics and sales ethics both entails the same meaning because ultimately salesperson engages in the business activity to generate profits for business, but on contrary “business ethics” and “sales ethics” have no contradiction in associations. Sales ethics on the other hand have some stereotype meaning because business and sales people are not always ethical; leaving us with a dilemma that indicates...
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...Is Sales Ethics an Oxymoron? Introduction It has been said that sales ethics is an oxymoron. In this paper, this topic will be discussed. First, what is an oxymoron? It can be explained as the bringing together of two apparently contradictory concepts such as 'a great defeat' or 'humiliating honor'. From this topic, it is saying that sales ethics is an oxymoron which indicates that there is no ethic in sales. It is suggesting that sales are in some degree unethical. For example, it may believe that ales or business is integrally harmful. Or we can say it is at best amoral and it is beyond the normal moral considerations. In order to better discuss the statement of the question, it is necessary for us to define the meaning 'sales ethics'. Sales or business ethics is the application of ethical values to business behaviour or sales function. When the first trade happened the argument of sales ethics (business ethics) has had drown a great attention (i.e. the Code of Hammurabi, created nearly 4,000 years ago, records that Mesopotamian rulers attempted to create honest prices. In the fourth century BCE, Aristotle discussed the vices and virtues of tradesmen and merchants. The Old Testament and the Jewish Talmud discuss the proper way to conduct business and even includes topics such as fraud, theft, misleading advertisements, environmental issues and just prices. ) Throughout the history of commerce to today, the issues of business ethics is a continuous source of debate as it...
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...‘Sales ethics is an oxymoron’ Ethics is a very important and influential factor in interpersonal relationships which involve persuasion and leadership. When one has to rely and relies on the integrity and objectivity of the other person, ethics become all the more important. The correctness and incorrectness of intentions and behaviours in dealing with others, when they are encompassed with morality, are called Ethics (Boldrin and Levine 2008). According to Katalin (2005), ethical conduct involves a person observing established and accepted principles of morality of his /her own profession. Ethics provides the rationale for deciding what is right or wrong in given circumstances. Ethical standards in a society form the basis on which the ethical standards of a profession are built. Sales profession of organisations is no exception to this rule. But growing competition among business organizations and industrial houses prompt them to resort to marketing and selling strategies, which many times appear unethical. It appears that organizations resort to any practice that props up their sales (Dobson, 1997). Even established organizations are falling prey to such temptations. Misleading advertisement about non-existing features in product, wrong assurances on quality and alluring and tempting promises on characteristics like durability have become commonly accepted norms of marketing strategies. Not surprisingly the consumers...
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...Bait and Switch Crystal Butler Professor Canuto Campos Law, Ethics, and Corporate Governance Bait and Switch is a method used to lure consumers in by advertising a product or service at a quoted price and then presenting the consumer with several other options before making that sale. Sales persons should provide consumers with all necessary information whether it has a positive or negative affect on the sales status. In the case of the scenario, the car salesman has deceived the consumer on so many different levels. In this paper, the tactics of bait and switch will be evaluated. Explain if this fact has any bearing on whether or not the dealer must perform in accordance with the published advertisement. The consumers commute for the vehicle is not a factor in the advertisement, but if she had called ahead and been reassured that the truck were still available, the salesman would then be obligated to that quoted price. Everything discussed with the consumer was on an “at that moment” stance. At the moment the truck was available and ready to be sold, however that does not mean the dealership was obligated to hold the car for that specific consumer. In terms of the advertisement, the dealership should have made a clearer presentation of the vehicle and details surrounding the sale. Often advertisements leave room for assumptions and error. Although the assumptions made are the consumers fault, the dealership...
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... The San Francisco division of Valley Wine has recently hired a new sales manager named Paul Waller. The company has had consistently good sales despite a turnover of 100% of the sales force in the San Francisco area. Waller is tasked with better planning and organization of the sales force activities of Valley Winery and the operations in the region. Philosophy and Strategy The Valley Winery was founded in 1933 and has grown to the largest domestic producer of wine in the United States. They produce multiple product lines that include both low-price, consistent-quality wines as well as lower quality wines and wine coolers. The Valley Winery has had a difficult time retaining its sales force. Even though they have had short-term growth in sales, they are not able to sustain the growth. The Valley Winery has been recognized as the best managed and most innovative in the market. This is related to two factors: * Producing low-priced wine with consistent quality * Push strategy that is used by the sales force Distribution System Valley Wine has a wide, nationwide distribution system which is primarily located in metropolitan areas. The company owns approximately 50% of these distributors that are mainly larger and more profitable accounts. The company typically does not target smaller accounts, but one of their products do cater to this segment of the market also. Sales representatives’ call on non-company owned liquor and beer wholesalers across...
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...Assignment 1: What Makes “The Container Store” the Best Place to Work and Why Ralph L. Stout BUS 322 July 26, 2015 Professor Issam Merhi Assignment 1: What Makes “The Container Store” the Best Place to Work and Why The Container Store established in 1978 with the goal of working towards creating retail store experiences that are unlike any other retail stores. The differentiated shopping experience offers the customers an innovative, time, and spacesaving solutions coupled with astonishing customer service from happy, welltrained, and wellpaid salespeople. This simple road map has rocketed past all expectations in the 35 years since. The Container Store made the Forbes best company to work for 16 times in a row. The store operates 70 stores in 22 states and has over 10,000 products for everyday use ranging in price from $4000.00 to as low as $3.90. The store employee’s make double the industries salary. Taube (2014) says “the average Container Store retail salesperson makes nearly $50,000 a year compared with what the Bureau of Labor Statistics says is a national average of just above $25,000” (para. 3). This store’s culture is female friendly, and about 70 percent of the company’s employee base is female (Gupta, 2014). CEO Kip Tindell feels women are better at being team players and they understand the needs of the clientele; evident by the fact that about 70 percent of top leadership positions are held by women for this retail store. The Container Store adopted...
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...Glengarry Glenn Ross Glengarry Glenn Ross is a film that received a great deal of praise from movie critics when it was released by New Line Cinema in 1992. Roger Ebert, of the Chicago Sun-Times, gave the movie three and a half stars out of four, and was quoted as saying that Glengarry Glenn Ross was the “Death of a Salesman” of modern times (Ebert). While this comparison might not be made by all viewers of this movie, Glengarry Glenn Ross is a great viewpoint into the sales offices of today, and gives an insight into the pressures that salespeople face today. The movie is loaded with supervisory styles and situations, as well as showing how unforgiving the sales world really can be. Glengarry Glen Ross was written by playwright David Mamet in 1984. The play was so well received that it received a Pulitzer Prize for Drama that same year (Emanuel Levy). Mamet adapted his play into a screenplay for the 1992 movie release. Mamet is also credited with writing the screenplays for such notable movies as “Hoffa”, “The Untouchables”, “About Last Night”, and most recently “Hannibal.”(IMDB) Mamet, however, did not direct “Glengarry Glenn Ross” even though he had previous directing experience on a movie named “House of Games” (Levy). “Glengarry Glen Ross” was instead directed by James Foley, a director responsible for directing such films as “Who’s That Girl” and “The Chamber”(IMDB). There have been several movies made over the past few fifteen years such as “Ocean’s Eleven”...
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...bags. They have recently built a large manufacturing building in northern Maine with a new focus on higher value products which will include a frozen division line, (French fries, gourmet stuffed potatoes and the like) a dried food division line, (instant mashed potatoes, potato pancake mix etc.) and the traditional potato food line. Bu doing this, they hope to increase their revenue by three times the amount they are currently generating. The next phase of their project calls for a nationwide distribution and sales program. Their major strategy is to recruit the right sales force and develop a system for selling and distributing the product. Down East Spud Busters is currently leading towards the concepts of hiring sales associates who will work out of their homes in strategic locations around the United States. The sales associates hired will then be responsible for a number of things involving meeting a quota, overseeing the sale and any other issues with the sale. The final stage of their plan is to eventually build a second manufacturing center in five years and oversee an increase in crop planting. They then want to hopefully expand into Europe and the Pacific Rim. There are many different issues that are facing Down East Spud Busters right now. They have all these plans for expanding their distribution but they don’t have a solid way of doing that while keeping the items fresh. They have a plan for...
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...A Job Matrix Retail Sales Associate at Chern’s Case Study # 1 Presented To Dr. Rhonda Jones, Ph.D. By Jacqueline R. Jones Selection and Placement- 004016: BUS522004016*201003 January 31, 2010 Introduction Chern’s an upscale shoe and handbag department store was established by sister & brother team Ryan and Ann Chern. Who created a company that provides customer with the best service, selection, quality and value? The company currently has 140 stores in 28 states on the East Coast and Midwest. Chern’s employee 19,000 full and part time employees. Chern’s main business strategy is providing superior customer service and it is a core part of the corporate culture as well as core value being an essential part of its brand and the foundation of its culture. Though Chern is well established it now realize that in order to continue providing high quality customer service and capture market shares it must launch a strategic analysis to determine how to better staff its sales associate positions to stay competitive with other competitors who are seeking talented sales associates. The following is a job description requirement matrix for its sales associate, that Chern Job Matrix- For A Retail Sales Person At Chern’s Department Store Summary | Tasks | Relative Importance of Job Duty | Relative Time Spent | KSAP or Competency | Education/Level | Hire or Train | To be an elite sales associate who provides excellent customer service, quality, and selection...
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...- - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - Ethics are very important to all business people. Yet, many neglect ethics as an important concept that has a major impact upon a person's success as an entrepreneur and investor. Consider something as simple as sales. Many would-be entrepreneurs actually hate the sales process, which is a serious disadvantage, given that generating sales is a company's most important activity. In Flying Solo: How To Start An Individual Practitioner Consulting Business, Stuart Walesh says new consultants often associate negative connotations with marketing. No doubt this comes from associating marketing and sales with pushy sales people who want to make a sale whether or not the sale is really in the customer's best interest. Walesh writes: "To the extent you learn to view marketing as earning trust and meeting client needs... you may conclude that not only is it an ethical process, but also a very satisfying and mutually beneficial one." Walesh divides consultant marketing into three parts--Ethos, Pathos, and Logos. Ethos means trust. Pathos means empathy and understanding. Logos means logic. To be successful in sales and marketing, Walesh emphasizes that you need the three in order. First, potential clients must trust you and your reputation. Lacking this, they won't hire you or your company for a job. Secondly, to adequately fulfill the client's needs, you must listen to the client and learn what those...
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...in need of top-level support. Excellent organization, communication, and relationship-building skills. Articulate and friendly with a professional demeanor.experienceMost of my background is with my family’s Full Service Real Estate company; Property Management. In my time working with Eastside Real Estate Services; Property Management, I meet with clients as well as prospective clients. I am also the Administrative assistant/Assistant manager to the Owner.I have an outgoing, upbeat personality with an independent focused work ethic. My Duties consist of: Setting Up appointments, Filing and developing documents, E-mailing clients, answering telephone calls and retrieve messages; following up on client request. Overseeing contractors, showing residential and commercial properties. Assisting the broker as well as agents.JoB EXPERINCEVector Marketing – sale representative Start: 2008 End: 2009 Address: 28349 Gratiot Ave Roseville, MI 48066Duties: Sales rep, demonstrating products, writing up and processing orders.Mobile Mart-Lottery Machine Clerk and CashierStart: 2013 End: 2014Address: 17046 Harper Ave, Detroit, MI 48224Duties: serviced costumer on the lottery machine; cash register.Eastside Real Estate Services- Administrative Assistants/Assistant ManagerStart: 2007 End: presentAddress: 18530 Mack Ave 244#, Grosse Pointe Farms, MI 48236Duties: Setting Up appointments, Filing and looking up documents, E-mailing clients, taking calls and retrieve & taking messages; follow...
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...Chapter 17: Personal Selling and Sales Promotion 1. Under what conditions does personal selling typically become a primary component of the firm’s promotional mix? * Consumers: geographically concentrated and relatively low number of them * Product: expensive, custom made, special handling requirements * Price: relatively high * Channels: relatively short 2. Describe over-the-counter and field selling. Which is more expensive? Over-the-counter selling: personal selling conducted in retail and some wholesale locations in which customers come to the seller’s place of business Field Selling: sales presentations made at prospective customer’s locations on a face-to-face basis *More expensive 3. Distinguish between inbound and outbound telemarketing. Inbound: customers who initiate calls to obtain information and place orders Outbound: salesperson who makes a call to the customers 4. List/discuss the three major personal selling approaches. Relationship Selling: regular contacts between sales rep and customers over an extended period of time to establish a sustained buyer-seller relationship Consultative Selling: meeting customer’s needs by listening to them, understanding their problems, paying attention to details, and following through after the sale Team Selling: selling situation in which several sales associates or other members of the organization are recruited to help the lead sales rep reach all those who influence the purchase...
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...Jaquetta Purdie 2503 A Glenn Road • Gaston, SC 29053 Telephone: C: (803) 394-0488 E-mail: jaquettapurdie23@gmail.com [pic] Professional Profile Dynamic, analytical and results-driven professional who will deliver sales talent, highly- detailed customer service skills, and passion for helping others to your company. Known to demonstrate a proven track record of success in sales and possess the ability to coordinate a high level of activity under a variety of conditions and constraints. Personable, strategic, and cost-conscious professional offering broad-based experience providing excellence in customer service and administrative support; confident in ability to propose own ideas when appropriate, possessing a strong initiative and drive to succeed; strong background in sales/customer service; superior administrative management, strategic planning, and consensus-building skills. Proven ability to resolve highly complex and sensitive workforce regulations and ensure internal and regulatory compliance. Exhibits the ability to innovate strategies that improve efficiency, productivity, provision, and support of daily operational and administrative functions. Works cross-functionally to form and execute strategies to make strategic, tactical, and operational decisions. Passionate, self-motivated team player with the ability to create visions, execute strategies, and influence a team of professionals while managing resources. [pic] Core Competencies |Client Relations ...
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...Management Behavior Human Capital Management / 531 University of Phoenix April 05, 2010 To: Supervisor Manager From: Sales Manager Date: April 5, 2010 Subject: EnviroTech Merger - Management Behavior In reference to our upcoming merger with EnviroTech, and as all of you know, InterClean, Inc. has officially acquired EnviroTech, one of our four major domestic competitors in the corporate market. Over the next four months, about 60 of EnviroTech staff and operations specialists will be merged into our company’s structure. Therefore, I would like to discuss some potential challenges we my face in the future. These obstacles, no matter the number, can be easily avoided if with arm ourselves with the knowledge to recognize and overcome them. I think we can all agree that the way a manager behaves, will have a direct effect on our employees. It is very important now more than ever that we create an environment where employees are productive, due to the leadership of our mangers. Therefore I encourage all of us to be aware of our communication skills. This will be were the battle will be won or lost. With effective communication skills, we can encourage and reward our employees for their hard work, but also criticize them in the same sentence if we are not careful. In order for us to avoid this mistake, we must be aware that these are diverse times, and especially in today’s workforce were most likely the majority of us come from different ethnic and racial backgrounds...
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