Sales Management - Business Ethics and Sales
Learn more about the theory and practice of business ethics relating to sales, with this free online course.Publisher: Saylor Foundation
CertificationView course modules
Ethics are a system of moral principles that define right and wrong and provide a guiding philosophy for every decision people make. The consequences of unethical behaviour can range from embarrassment to suspension, loss of a job, or even jail time, depending on the act. This course will give you a deeper understanding of ethics and ethical behaviour. You will also learn the role of values in personal and work-related ethics.
The way you communicate can determine the level of trust that your colleagues or customers have in you. This course will teach you the elements of effective business communication. It will also discuss the appropriate etiquette that must be observed in business communication. The implications of the different types of verbal and nonverbal communication will also be covered. You will then study informational interviews and how they can help in a career search.
The course then covers the important topics of consumer behaviour and the buying process. You will study the different types of customers and buyers, the role of emotion in buying, and the steps in the buying process. Finally, you will learn how the FAB process - which stands for Feature, Advantage, and Benefit - can create an emotional appeal for your customers. These are really useful pieces of information that will be a great boost for your career. So why wait? Start your next learning journey, today.
Module 1: Business Ethics
Principles and Ethics in Selling
Ethical Behavior in Sales
Policies, Practices, and Cultures
Module 2: Effective Communication
Module 3: Know Your Customer
Module 4: Sales Management - Ethics and Communication Assessment
After completing this course you will be able to: - Explain ethics and ethical behaviour in business; - Identify how company policies reflect business ethics; - Explain the elements of effective business communication; - Recognize the implications of different types of verbal and nonverbal communication; - Describe the different types of customers; - Discuss the implications of Maslow’s hierarchy of needs; - Explain the types of buyers and buying situations; - List the steps in the buying process; - Explain the role of emotion in the buying; - Develop your personal FAB message.
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