Overview
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Explore examples of tricky situations that salespeople often encounter, and learn how to behave ethically while dealing with the pressure to deliver results.
Syllabus
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Introduction
- Welcome
- Code of ethics: Professional conduct
- Romanticizing bad behavior
- Reputation and credibility
- Training: Your corporate policies
- Deceptive selling techniques-high pressure
- Sales results: Inflating and misrepresenting in CRMs
- Expense accounts: Travel and entertainment
- Working offsite
- Hiring and firing
- Sales quotas, special offers, and pricing
- Information: Giving or withholding
- Competition
- Deliver on your promise
- Working with your buyer: Gifts
- Working globally: Cultural issues
- Summary
