Sales Management

Working with Kimberly, what will be your strategy to keep this $27M account and, at the same time, sell ethically? How will you approach Anwar Kareth?

Selling ethically simply means identifying a situation where the salesperson can provide a service for the customer that matches their requirements. This implies asking relevant questions, listening to the customer’s needs and wants and then providing appropriate information in an understandable manner so that the customer can make an informed decision. It is not as simple as I make it sound, because it requires excellent communication skills to be able to ask the right questions, to listen effectively (the hardest of the skills) and to provide relevant information. The salesperson needs judgment, the ability to ask probing questions, the ability to provide information clearly and logically, acceptance of the patient's priorities and an appreciation of what the customers values are.

Ethical selling is developing trust: teaching individual sales people to act rightly, to say and print the right things; to not over-promise and make sure that buyers and sellers are fully informed. Ethical selling provides a framework to accept both success and loss. Surely, success is the preferred outcome, but experience and character are most often acquired when we lose. Losing is not bad, if we learn and grow from it. Developing a personal code of ethics is critical in the development of successful sales people.

With this situation where Brian Abernathy passed on and Kimberly Rowland was assigned to take his place with Almighty Electronics, she needs to be careful how to approach the new situation. The best possible approach to the situation is to find out exactly what Brian did that Almighty Electronics stayed with him for six years and what was the “special relationship” he kept talking about. The way it was said seems like it was a bribe of some sort. She needs to approach the situation that she wants to keep them as...