Business Ethics: How The Sales Function Can Transmit Company Values
- Topics:
- Assessment
- Source:
- iEntry
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Overview: From the executive summary: ‘Most people get paid for doing a day’s work. However, most salespeople are paid for the results of their work, not necessarily for a day’s work. This leads to the tendency of sellers to have a different focus in their jobs than their non-sales colleagues: they often focus on closing a sale rather than on the results of the interaction, or on ‘doing a deal’ rather than making sure that the client has all their ducks in a row prior to making a purchase. As a result, sales practices and sellers can be seen as aggressive, pushy, eager to get immediate results, and less aware of the other person in the interaction.’ The paper examines how effective sales function can add value a company’s image.
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Format: HTML | Date: Feb 2004 | Pages: 1
