Zig Ziglar wrote the best-selling novel Ziglar On Selling: The Ultimate Handbook for the Complete Sales Professional. In his book, Ziglar describes and lists the “tools” necessary for becoming an “effective sales professional” (Ziglar 1991, xi-343). It should also be noted that “All Bible references in this paper come from the” New “King James Version of the Bible, except where clearly noted by the student” (Skorupa 2010). Beginning with the introduction and leading up to the sixteenth chapter, Ziglar gives an in-depth discussion on the elements necessary for successful conversion of “prospects” to “sales” (Ziglar 1991, xi-343). For that reason, this paper will “summarize, analyze” (e.g., explain what was “learned”), and “evaluate” the material …show more content…
In his discussion, Ziglar reflects back on the valuable element of “networking” for enhancing a salesperson’s “center of influence” (Ziglar 1991, 1-14). Of course, “low self-esteem, rejection,” and a loss of “confidence” can all act as barriers for expanding one’s sales “influence” (Ziglar 1991, 1-14). However, Ziglar explains how these obstacles can be overcome through acquiring “accomplishment feedback” (Ziglar 1991, 1-14). Unfortunately, this is easier said than done as most sales managers are not very informative to new …show more content…
He gives “three” examples of this: 1) The “policeman” who used “his answering machine in an unusual way” to curb unwanted phone calls, 2) “Coach Joby Harris’” persuasive “sales presentation” on the importance of “knowing history,” and 3) the upstanding “moral qualities” necessary for effective salesmanship taught to “Coach Harris” by “Thomas Abernathy” who would later become Ziglar’s future “father-in-law” (Ziglar 1991, 15-31). Ziglar also discusses the importance of “ethical selling” for building long-term business relationships when examining the case study of the “new Terminix salesman” who “overcharged a customer” in an attempt to impress his supervisor, “Robert” (Ziglar 1991, 15-31). However, “Robert corrected this overcharge to the customer by being up front and honest,” which in turn promoted stronger trust between the two, as well as a more “profitable sale” (Ziglar 1991, 15-31). Hence, one must be conscious of the benefits and pitfalls to one’s
Theresa Campana, CEO of the Buckeye Group, is a manufacturer’s agent for three companies that sells different types of software. As a sales agent for Accto Co., Saleco Inc., and Invo Inc., the Buckeye Group is responsible for calling business customers to sell accounting software, sales management software, as well as inventory management software out of Columbus, Ohio. With regards to logistics, according to the case, the Buckeye Group has sold $550,000 of total software, with Campana earning a 10 percent commission from Accto and Saleco, as well as a 7 percent commission from Invo per her dollar value of her final sales. Evidently, Campana’s initial ease of making sales come from her high knowledge of the products, background in business,
Lahdesmaki (2005) argued that marketing can be an ethical contract between businesses and their customers. Therefore businesses are morally obliged to inform their customers about the products in store and provide all the information necessary via marketing strategy so the customer can make informed decisions about their purchase.
Given that the number one objective that corporations are after is profit above all else, and the main expectation of a salesman is to bring in sales for the corporation, this makes the objective of actually helping people find an automobile that will improve their quality of life come in at least in second place by default. Many times, car salesman are tempted to make a sale to person, even though they know the person cannot actually afford the vehicle, to achieve both their quota of sales for the company and also to make their commission. While some may have no problem at all doing this, the person we are imagining may be left feeling that his job requirements go against his moral and ethical standards; as well as a feeling that he could be doing something else that benefits people in a greater
At the start of this module, I had no idea what to expect. When I heard the term “Marketing”, only one thing came to my mind: presentations. When I used to be in school, I remembered vaguely that my presentation skills weren’t exactly even close to Suze Orman, who is considered to be America’s most motivational speaker. In fact, they were so bad, I wasn’t sure of doing this course in the beginning. But then it wasn’t like I had a choice. I had opted for BA Hons. Business Management and the course came along with a module named Marketing.
Whole month we had been studying Selling and Sales Management, according to the mysterious book “Negotiating Essentials” written by Michael R. Carrell and Christina Heavrin. Why mysterious? – Because it is not available in KUAS, thus we had to listen our teacher Jan carefully (but it is not the only one reason). Whole month we had to wake up early to be present in morning sections, had to reduce the level of coffee breaks with the aim to go home earlier and of course negotiated a lot. And now to be serious, what have we learn during these classes? That is what about we are going to speak in this work.
Being ethical or not? Always doing the right thing? These are all questions and thoughts, which arise in a business on a daily basis. However, I personally feel that the answer lies within us. If we choose when to be ethical, and when not to be, does it actually make us a good person? Albert Carr discusses some of key aspects of his theory in the article “If Business Bluffing
As in any other discipline that entails interaction with individuals, the aspect of ethics must include a conscious principle. To define ethics in its simplest form, it is known as the ability to distinguish right from wrong. In the movie, the sudden pressure from management drives the company’s salesmen to increase sales with no regards to ethics in order to maintain job security. All of the main characters had made their fair share of unethical decisions, out of desperation, to increase their sales and ultimately to keep their jobs. The degree of each decision can be left for viewers to determine the level of appropriateness based on their own values. Personally, although all characters have made unethical decisions, the most ethical salesman was Ricky Roma. Ri...
While there are many professions out in our growing world today, very few require as much self-determination as a sales representative. The value of a sales representative is on the rise in our economy today and many companies are looking for pioneers to take on the challenges of fulfilling the position. Being a sales representative for any company comes with much knowledge of merchandise, responsibilities, skills, and experience.
Some sales representatives work out of an office contacting prospective customers. Employers usually look for candidates who are enthusiastic and passionate about the products they are to sell.
Albert Carr argues that business is a game and that business ethics differs from private life ethics that individuals practice. Carr explains that practices such as bluffing and not telling the whole truth are morally acceptable in business context. Carr claims that one cannot apply a single standard of ethics universally as situations differ from one to another. My response to such claim is that I refuse to accept that businesses cannot be strictly ethical.
When I think about sales usually I do not think of anything good. If I relate sales to good things, the first thing I think of is the nice ladies who give me Keurig Coffee samples while I shop, but that is my only good thought. My second thought is usually that I have too many telemarketers calling me. The final thought that I have is always that I am such a terrible salesperson that I can understand why these people are so annoying.
Seevers, Matthew (2007). "A Social Network Perspective on Sales Force Ethics". The Journal of personal selling &sales management (0885-3134), 27 (4), p. 341-353.
Shaw, W. H., & Barry, V. (2011). Moral Issues in Business (Eleventh ed., pp. 230-244).
As mentioned earlier, ethical business communication takes different forms, such as management of staff and employees to suppliers and customers. A wide range of writing exists with the significance of ethics in business communication; most disappointments in business credit to the absence of morals in their business operation, and affirm that ethics is the basic achievement of authoritative development and achievement elements. It's basic as building associations with partners and utilizing moral practices. The believability of the association assumes a part in guaranteeing productivity. It can be said that ethics are a vital segment in business achievement. Since business contacts is likewise the center of business procedures, then, ought to be joined morals in business correspondence procedure to make certain long haul gainfulness and great relations with the proprietors of hobbies. Janet and Chaney (2012) mentioned out that there is a direct correlation between ethical business communication and customer loyalty. Ethical business communication plays a role in the development of a loyal customer base because of the ethical manners of the company when it comes to communications command. Ethical business communication helps to create a positive image of the organization in the workplace, which helps in attracting
A sales manager has many responsibilities such as spreading product to customers, setting sales areas, goals, and analyzing sales data (“Sales Manager” What’s para. 1). Although a sales manager performs many duties, people in this position will also set a sales goal for the year, and will build a sales outlook on what they will do in the upcoming years (“Sales Manager” Sokanu para. 1).A person in this position will also manage where the goods and products their company will be distributing by giving certain sales area where a salesman will work and sell the product (“Sales Manager” Sokanu para. 2). During work time, a sales manager may be asked to hire and train a new salesman added to his team (“Sales Manager” Sokanu para. 3). Occasionally, a sales manager will interpret sales statistics in a specific area when looking where to assign certain salesman to a sales territory (“Sales Manager” Sokanu pa...