An Interaction Between An Insurance Sales Agent From Prudential, Ed Mokarem, And A Tenured Professor

Although the deal was not closed, the buyer and seller talked more about getting to know each other at a later time. The seller then understood he needed to talk less about business and get to know the buyer more personally.

sometimes says, “Honesty is the most important aspect of business today.” This means that people do not want a sales pitch,

According to Harvard Business school professor Theodore C. Levitt "Selling concerns itself with the tricks and techniques of getting people to exchange their cash for your product. It is not

 - the seller is to follow through with what is outlined in a contract. Buyers are required to pay for and accept items as any contract states.

Unfortunately, a quick scan of the business news will normally result in reports of unethical business behavior. To prove this point, let’s start with a review of the news for stories about fraud and other unethical behavior in business. You can use the University Library to start your search. Once you have located an article share it with the class by developing a summary of the important information. Make sure that you give credit to your source.

Firstly when being sales staff there is a lot of responsibility that you have to take in account. For example sales staff should have some understanding about the product. This includes features, benefits, and the cost of the specific product that the customer wants to purchase. For example if a sales staff were to sell a computer his/her knowledge should be:

The article Advertising: The Whole or Only Some of the Truth by Tibor R. Machan states that only telling the partial truth is ethical in advertising. I completely agree with the author’s standpoint and am trying to defend his viewpoints by supporting in four aspects. Firstly, I am going to prove Machan’s position that sales associates are selling a combination of product, environment and service. Although there will be various prices for the same product at different stores, sales associates are not obligated to provide all of the locations that sell the product, and the price of said product at each location.

In Thomas L. Carson’s “The Ethics of Sales”, he provides numerous examples of ethical situations that people involved with sales are faced with on a regular basis. The specific case that I will discuss in this entry is the case involving Prudential Insurance agent Mr. Ed Mokarem. Mr. Mokarem advised the author of this specific passage, Thomas L. Carson, to not use their insurance due to the risk of becoming uninsurable if he developed any serious medical problems during the one-year terminal policy. This case brings about the question, was Mr. Mokarem morally obligated to do what he did? In this entry, I will provide my opinion on this question, as well as share what I would personally do if I was in Mr. Mokarem situation.

Salespeople must let the buyers explain themselves in order to deliver the things they need. It is also important to fully understand the product they are selling in order for the buyers to trust everything you say. If you do not know anything about the product, the buyers will undermine you and brush you off because you are no longer help to that buyer. Product knowledge is one of the main keys to trust-based relationship selling.

An ethical dilemma happens in the workplace more often then we expect. World Class Bull, written by John Humphreys, Zafar U. Ahmed and Mildred Pryor, is a prime example of how sales personnel can manipulate a potential client into a contract. Christopher Knox, a stellar sales employee at Specialty Fleet Services (SFS), just landed the Armadillo Gas & Power account. Samantha Williams, Human Resources Vice President of SFS, was now filing a breach of the company code of ethics against Christopher and the Vice President of Sales, Jeremy Silva for “deceptive business practices” used to make the sale (Humphreys, Ahmed & Pryor, 2009). Disrupting personal space of the client, starting a dishonorable relationship, and

This memo concerns my ethics and sales assignment for ABM 222. In this memo I will discuss the importance of ethics in a sales role. I will also discuss when stretching the truth is acceptable or not and the different ways I would react to unethical practices.

The movie “Glengarry Glen Ross” presented a series of ethical dilemmas that surround a group of salesmen working for a real estate company. The value of business ethics was clearly undermined and ignored in the movie as the salesmen find alternatives to keep their jobs. The movie is very effective in illustrating how unethical business practices can easily exist in the business world. Most of the time, unethical business practices remain strong in the business world because of the culture that exists within companies. In this film, the sudden demands from management forced employees to become irrational and commit unethical business practices. In fear of losing their jobs, employees were pressured to increase sales despite possible ethical

Ethical issues in sales are an important and neglected topic in business ethics. Roughly 9% of the U.S. work force is involved in sales of one sort or another. But very little has been written about ethical issues in sales.

     Why does this happen? Why don’t salesmen just record what they have actually done instead of doctoring books or changing orders? For one a lot of pressure is put on salesmen. Foremost among the firm's agents who manage the economic and ethical boundaries with the firm's customers are its salespeople. Most firms selling to organizational customers and many firms selling "big ticket" consumer products rely on their sales force to connect to the customer and the market. In such cases, the salesperson represents the firm to most, if not all, of its downstream stakeholders: customers, channel members, and even competitors. As the primary boundary spanner between the firm and its customers, the salesperson faces a constant barrage of decision-making about ethical issues. (Meyer, Charlene, 2003) A lot of pressure is put on sales people. They have

Before a sales representative is even able to do this step, they must first be sure they understand and KNOW their Product inside and out, their Company’s priorities, and the Marketplace in which they plan to function in. Most importantly, a good sales representative should understand the value of and actually believe in what you are attempting to sell. Once those basics are in place, prepared sales representatives should and most often use a special method for setting their sale call objectives called “SMART”. The acronym “SMART” simply means that a sales representative should have a Specific objective, the their objective is Measurable, ensure their goals are Achievable, focus on the Relational aspect of the sales call, and be prepared and open to Temporal or trial-run situations. (Personal Selling, pg. 137) This process and knowledge of this information is essential in preparing for a productive and successful call.