Unit 2: Ethics in Professional Sales
Sales professions inherently involve the act of persuasion between the sales person and the potential customer. Communication between two or more individuals, especially when it focuses on a persuasive act, invites the opportunity for deception and unethical tactics. We all need to adhere to some level of ethical behavior to allow for sustained successful communication. To be a successful sales professional, it is paramount that you develop a relationship based on trust with your clients and potential clients. Trust is a crucial element to a successful sales career.
As a sales professional, you should consider ethical standards of your own as well as those of the organization or industry for which you work. Whether the sales position involves quick transactions or prolonged negotiations, your credibility will go a long way in determining your success or failure as a sales professional.
Completing this unit should take you approximately 3 hours.
Unit 2 Summary
Regardless of the sales position you enter, your credibility will be integral to your success and longevity. A sales professional must be able to establish and maintain positive relationships with clients. These relationships can be challenging because of the element of persuasion inherent within the interactions. Persuasive attempts can more easily be made, and relationships maintained, when trust and credibility are present.