This question relates to Sales. Whom does the salesperson represent? Is it the c

Question

This question relates to Sales.

Whom does the salesperson represent? Is it the company or the customer? In so many sales situations, the salesperson falls in the middle between satisfying the company goals and his/her supervisor pressure to overachieve (by meeting or exceeding his/her quota) and satisfying customer wants. In different sales situations, customers undermine ethics to meet or exceed sales quota. How should the salesperson act if he is going through this struggle? What would you do if you are that salesperson? Would you take a stand or appear to agree or negotiate an alternative, or quit? Make sure to discuss the common ethical issues facing salespeople and involving their customers and their companies. Also, is it a legacy of integrity?

Explanation / Answer

A salesperson is a face of his company to customers. Salesperson represents the company he/she is working. Salesman works as a link between customer and company and thus the representation reciprocates between customer representation and company representation.

All salesperson are required to act ethically with professionalism, honesty, commitment and sincerity as well as high moral standards. A professional salesperson is more likely to practice a mutually beneficial relationship while selling in to a customer.

Securing a customer relationship by adopting creative selling process which is to analyze the need of customer, tell them how the product will benefit them and communicating the same is better way. This will create a mutually beneficial transaction where the sales man will get his sales and at the same time customer will feel the value of the item he/she purchased from the sales executive.

I will do the same and will build a long term relationship with customer. It will be beneficial for my company too.

I would negotiate. Negotiation is the best part and involves settling down at the best alternatives.

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