Answer to Question #212442 in Management for @bridget

Question

Explain ethics in dealing with employers and discuss the various methods used by salespeople 

that can be regarded as being unethical towards the employer specifically. Give a practical 

example of each in relation to a sales situation.

Answer 1

follow through on commitments to the customer.

This point is simple. If a commitment is made to your prospect or customer, it needs to be kept. 

Take objections in stride.

Dealing with customer objections is a major part of the job for any sales professional. However, how you handle objections can make or break your ethical selling effort

Share clear, truthful information.

When trying to convince a prospect to invest in your product or service, it is critical you only present honest information. Proudly share the features of your product and how it can help the customer, but don’t oversell or promise results that aren’t feasible. Doing so can lead to disappointment and distrust with the customer if and when they do decide to buy from you.

Here are some ways reps can build trust with their customers:

• Social proof — Share truthful testimonials and anecdotes from other happy customers.
• Share credible data — Take a data-driven approach to help customers and make interactions less subjective. Provide credible third-party research or data to back up your points so your customers feel they can trust your expertise.
• Be mindful of nonverbal communication — When speaking with customers in person, maintain natural eye contact to convey trustworthiness and confidence. Try to keep eye contact to no more than seven to 10 seconds at a time. Staring intensely can make others feel uncomfortable.
• Ask open-ended questions — Take a genuine interest in your customer’s concerns by asking them questions that cannot be answered with a "yes" or "no." Asking thoughtful questions (