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The Ultimate Guide to Sales Training: Potent Tactics to Accelerate Sales Performance by Dan Seidman

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Chapter 29

Ethics for Sales Pros*

CHAPTER OVERVIEW

The Need for an Ethical Selling Framework

A Definition of Ethics

Why Sales Ethics Are Important

The Case for an Ethical Code

Areas of Responsibility in Selling

Named Stakeholders in the Selling Context

The Ethics Triad®

Building Trust and Credibility in the Selling Context

Legal Concerns of Sales Stakeholders

Professional Ethics Framework

Introduction

Company Code of Conduct

The Professional Buyer’s Bill of Rights

The Company Ethical Code

Ethical Challenges and Case Studies

Introduction

Scenario 1

Scenario 2

Scenario 3

Scenario 4

Scenario 5

The information in this chapter, which comes largely from Brian Lambert, can help your organization create a structured and powerful approach to ethical behavior in the ...

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