Senior Market Sales Ethics
Senior Market Sales Ethics teaches students to identify ethical concerns at each step of the sales process: the approach; the opening and fact-finding interview; presenting a proposal to the prospect or client; and implementing and follow up if the client purchases a product or service. Special emphasis is placed on advertising, sales proposals (with or without illustrations) and other business communications such as brochures, flyers and electronic communications, as well as how to represent one’s self and professional credentials in an ethical manner. Students have the opportunity to apply their new knowledge to real-to-life scenarios that ask them to analyze the ethical issues involved in the sales scenario, and to identify proper ways to handle them. These scenarios cover several of the most common unethical practices in selling to seniors: inappropriate churning (product replacement); violating the fiduciary relationship; and a lack of the type of communication that would better ensure seniors understand fully and accurately what their choices are, and what the consequences of a particular decision would mean for them. In addition, students learn to recognize the components of professional ethics, and several different models of ethical decision-making that have developed over time and are being used to some degree today.
