IndivAssignNo2 MK331

HOLY ANGEL UNIVERSITY
School of Business and Accountancy

#Holy Angel Avenue, Sto. Rosario, Angeles
City
A.Y. 2021-2022
Individual Assignment No 2: Building Trust and Sales Ethics
Submitted by:
Mitra, Maria Sarah Luciae U.
Submitted to:
Professor Jobert Placiente
1. Explain the essence of trust in salespeople.
In the sense of personal selling, mutually beneficial and long-term customer relationships are
what sales organizations are seeking to work towards. With this, a salesperson can achieve such
a bond with their customers through trust. This is because when a buyer senses a misfit with the
salesperson they are interacting with, they will feel discouraged to buy from them (Calvert, 2023).
In the sales context of business, a salesperson must make continuing connections with their
buyers. So, with this, the essence of trust for a salesperson is that this is the degree to which
buyers are secured, confided in, and feel a sense of reliability and dependability when interacting
with a salesperson. Furthermore, in personal selling, the basic nature of trust within the
salesperson would be when the buyer would be reliant on the spoken words and balanced
presentation of the salesperson. So, from the point of view of the buyers, the essence of trust in
salespeople is something that allows them to feel more secure when interacting with the
salesperson and the degree to which the salesperson’s company can also be relied upon. In
addition to this, when the salesperson and buyer have a higher degree of trust, there is less need
to negotiate (Hunter, 2020). This is because without trust, when closing a sale where the buyer is
hesitant towards the salesperson and does not trust them, there will be more negotiations. To
conclude, trust can be seen as the foundation of successful sales deals.
2. Cite some ethical concerns of salespeople.
As concluded, trust is important in personal selling and when dealing with the interaction between
the salesperson and buyer. It is noted how important trust is in this sector of business. However,
even with the importance of trust in salespeople, there are still some ethical concerns. With this,
one ethical concern would be when a long-term client asks for a special request to get the product
delivered earlier since the product is an immediate need for them. The salesperson can provide
this request, but it would leave other customers unsatisfied and hurt since they did not receive
the same treatment (Francescucci, n.d.). Furthermore, another example would be when
salespeople accept kickbacks from long-term clients and work together to change the pricing
framework so that both the buyer and seller profit from the sale (OpenStax, n.d.). Here, the seller
would face the concern of acting truthfully towards their company, and their professionalism to not
be blinded by additional incentives would be compromised as well. Furthermore, another ethical
concern would be lying about the availability and delivery of the product simply to persuade the
buyer into making a sale. Now, this has been tackled in one of the case studies that we were
required to analyze. As simple as stating that delivery will be four weeks when it is nearing five
weeks has compromised the ethical behavior of the salesperson. Since then, they have chosen
to lie about critical product information.
REFERENCES:
OpenStax. (n.d.). Ethical Issues in Personal Selling and Sales Promotion - Principles of
Marketing | OpenStax. https://openstax.org/books/principles-marketing/pages/15-7-
ethical-issues-in-personal-selling-and-sales-promotion
Hunter, M. (2020, February 12). The Importance of Trust in Sales | The Sales Hunter. The Sales
Hunter. https://thesaleshunter.com/the-importance-of-trust-in-sales/
Calvert, D. (2023, March 29). Trust Leads to Sales. . . But What Leads to Trust? People First.
https://blog.peoplefirstps.com/connect2sell/trust-leads-to-
sales#:~:text=In%20sales%2C%20you%20need%20to,trust%20shuts%20them%20dow
n%20completely.
Francescucci, A. (n.d.). 12.4 Ethics in Sales and Sales Management. Pressbooks.
https://pressbooks.library.torontomu.ca/marketing/chapter/12-4-ethics-in-sales-and-
sales-management/

IndivAssignNo2 MK331

Uploaded by

Copyright:

Available Formats

IndivAssignNo2 MK331

Uploaded by

Document Information

Original Title

Copyright

Available Formats

Share this document

Share or Embed Document

Sharing Options

Did you find this document useful?

Is this content inappropriate?

Copyright:

Available Formats

IndivAssignNo2 MK331

Uploaded by

Copyright:

Available Formats

HOLY ANGEL UNIVERSITY

School of Business and Accountancy

Individual Assignment No 2: Building Trust and Sales Ethics

2. Cite some ethical concerns of salespeople.

You might also like

Pfad - The Proxy pFad of © 2024 Garber Painting. All rights reserved.