1. For Your Consideration… What would you do?

2. Ethics Is this most people’s perception of a salesman?

3. Ethics Q: How many of you are going into sales?

4. Ethics Defined Rules of conduct and practice in a society that are used to determine what is good or bad, acceptable or unacceptable. Why are ethics a difficult topic to deal with?

5. Why are Ethics important? You will face these situations Ethical breaches can be very subtle Performance pressure Violating them can ruin your career

6. Whether you are selling products, services, or yourself, “sales” is an area that often has ethical questions and practices associated with it. Why are Ethics important?

7. Describe ethical behavior…

8. Honest Maintains confidence/ trust Follow rules Treat other fairly Loyal Do your share Take responsibility Describe ethical behavior..

9. Ethics problems come in many forms… False Claims Bribery Harassment Cheating on expenses Improper “entertainment” Shifting income opportunities

10. Ethical Problems Usually as a result of poor decision making  Pressure to perform  Lack of training (work)  Lack of example to follow  Lack of company policy  Never encountered before. Didn’t have time to think it through well

11. A little extra gets the order… $1,000 to a scholarship fund $50,000 to buy the table at the charity auction Weekend in Las Vegas Four days of golf and a seminar at Pebble A new set of golf clubs as a token of appreciation A golf pullover for you and all your family members at Christmas time All expenses paid fishing trip to Alaska

12. A trip to the Superbowl Giving a potential client tickets. And access to your corporate skybox… And an autographed football… And an invitation to the winning team’s celebration party afterwards…. And a flight home on your corporate jet…. Is it a bribe, or just the way “business gets done?” Where do you draw the line?

13. Excuses from sellers… “It didn’t just benefit me, our company wins also” “Hey, it’s a win/win/win. No one gets hurt” “I didn’t need it for the order. I had it sown up. I wanted them to feel good is all” “That’s ok in my family. I never heard of that being wrong to do.” “All my competition does it. Get real.” “My old boss allowed it. In fact you’re the ONLY boss who’s ever had a problem with it. Maybe you need to get real.” “I’ve done it for years. Never been wrong before.”

14. Key Differentiators to consider Was it before or after the order? Genuine appreciation/good will or bribe? Is this an ongoing customer or target? What is the $ amount? Is it “morally correct”? This industry’s standards Regional or country standards Can you tell your boss and his/her boss? What would your spouse think?

15. Considerations… Is it legal? Is it fair for all parties? Did it build good will for everyone involved? Could I defend it on a panel of my peers? Would I do it on TV?

16. A test… 1. Is it genuinely acceptable within society and culture? 2. Is it within company policy? 3. Is it within my own personal moral standards? MUST PASS ALL THREE!

17. Ethics Your reputation is your most important asset! Don’t be tempted by $$$ to do ANYTHING that would damage it!

18. Ethics ALWAYS be ETHICAL in your approach to business!!!