JOHN ALEXIS SAN MIGUEL MWF/3-4 pm

BUILDING TRUST AND SALES ETHICS

What is Trust?

 It is the extent of buyers confidence that he/she can rely on salesperson integrity.
 Gaining trust is essential in order to be seen as reliable person.

TRUST

Openness - Completely free from concealment. Exposed to general view or knowledge.

Honesty - Fairness and straightforwardness of conduct.
Confidentiality - The state of being entrusted with information from a buyer that cannot be
shared.
Security - The quality of being free from danger.
Reliability - Consistency of a salesperson over time to do what is right.
Fairness - Impartiality and honesty.

How to Earn Trust?

Expertise - The ability, knowledge, and resources to meet customers expectations.

Dependability - Centers on the predictability of salesperson action.
Candor - Honesty of the spoken word.
Customer Orientation - The act of salespeople placing as much emphasis on the customer
interest as their own.
Compatibility or Liability - A salesperson commonalities with other individual.

Industry and Company Knowledge

• DELEGATION

• POLICIES

• RULES & REGULATIONS

Product Knowledgement

• DELEGATION

• POLICIES

• RULES & REGULATIONS

Promotion and Price

• DISCOUNT

• PERIOD OF PROMOTION

• PRODUCTS COVERED OF PROMOTION

Market and Customer Knowledge

• TARGET MARKET

• IS YOUR PRODUCT BENEFICIAL TO BUYERS?

• WHAT ARE THE BENFITS THAT MAY GET FROM

THE PRODUCT YOU ARE SELLING?

Competitor Knowledge

• STRENGTHS

• WEAKNESSES

Technology Knowledge

• ONLINE SHOPPING
• SOCIAL MEDIA

ETHICAL DILEMMA

Illustrates the challenges of salesperson faces on a daily basis