Recommended audience

• Sales & Leadership Professionals

Type of audience

English-speaking UK and International

Description

The corporate focus on Ethics has never been higher and companies develop programs that will hopefully improve ethical decision-making but, more importantly, bring them into compliance with the law. 

The challenge is that many compliance programs actually work against sales “best practices”. What is needed is a code of sales ethics. 

Developing a code of sales ethics encourages better sales ethics decision-making and improves performance. Current compliance programs can actually decrease sales performance over time.

Key takeaways

· Challenges of Compliance vs. Ethics

· Importance of Code of Sales Ethics

· Linkage of sales ethics to sales performance

CPD Points

CPD Points: One

Presenters

Mark W. Johnston – Rollins College

Markis the Alan and Sandra Gerry Professor of Marketing and Ethics at the Roy E. Crummer Graduate School of Business, Rollins College. His market-leading book, “Sales Force Management”, has been translated into Spanish, Russian, and Chinese.