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Sales Management - Business Ethics and Sales

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Learn more about the theory and practice of business ethics with regard to customer behaviour and sales.




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The course Sales Management - Business Ethics and Sales provides information on business ethics and values, understanding behaviour and etiquette in business communications and the theory and practices of consumer behaviour in regard to motivation and sales. The course will be ideal for people working in a sales environment, entrepreneurs or anyone with an interest in sales theory and practice. The course introduces the role of ethics in both business and everyday life and how ethics in selling is vital in business. Company policies and practices encountered in sales are covered such as: conflicts of interest, bribes, and non-compete/non-disclosure clauses. You will learn about the application of ethical behaviour in a business environment and how ethical businesses not only abide by laws and appropriate regulations, they operate honestly, compete fairly, provide a reasonable environment for its employees, and creates partnerships with customers.

Next, you will learn about the standard model of communication, based on two parties, the sender and the receiver, exchanging information or ideas. You will also learn about how we use the different types of communication such as: verbal, non-verbal, written and body language. You will gain an understanding of behaviour and etiquette and how they can make the difference in how your customer perceives you and your personal brand.

Finally, you are introduced to consumer behaviour, which is the study of consumer patterns that defines how people shop and, more importantly, why they buy. The hierarchy of needs model also explains the difference in what motivates people to buy products and services they need, compared to those they want. You will also gain an understanding of FAB (features, advantages and benefits) and how it is a powerful way to build an emotional connection with a customer.

This course will be of great interest to anyone working in a sales related role, and will provide an understanding of the theory and tools needed to drive sales growth in organisations while enhancing both their personal and organisational effectiveness.

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.

All Alison courses are free to enrol, study and complete. To successfully complete this Certificate course and become an Alison Graduate, you need to achieve 80% or higher in each course assessment. Once you have completed this Certificate course, you have the option to acquire official Certification, which is a great way to share your achievement with the world. Your Alison Certification is:

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Alison offers 3 types of Certification for completed Certificate courses:

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Course Reviews

Ashley S.
one year ago
Ashley S.

This course provided some very, very good information. I would definitely recommend this for everyone.

Karen H.
one year ago
Karen H.

Very informative. I learnt so much as well as what I learnt from other courses was reinforced.

Charles A.
one year ago
Charles A.

Great course

Borislav B.
2 years ago
Borislav B.

Well structured and helpful.

Victor  A.
2 years ago
Victor A.

Excellent course. Perfect Delivery. I loved it all the way.

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