OasisLMS

Duration: 47 minutres Learning objectives: Understanding ethics in sales for sales leaders

Sales & Leadership Professionals

English-speaking UK and International

The corporate focus on Ethics has never been higher and companies develop programs that will hopefully improve ethical decision-making but, more importantly, bring them into compliance with the law. The challenge is that many compliance programs actually work against sales “best practices”. What is needed is a code of sales ethics. Developing a code of sales ethics encourages better sales ethics decision-making and improves performance. Current compliance programs can actually decrease sales performance over time.

· Challenges of Compliance vs. Ethics · Importance of Code of Sales Ethics · Linkage of sales ethics to sales performance

CPD Points: One

Mark W. Johnston – Rollins College Markis the Alan and Sandra Gerry Professor of Marketing and Ethics at the Roy E. Crummer Graduate School of Business, Rollins College. His market-leading book, “Sales Force Management”, has been translated into Spanish, Russian, and Chinese.