2.3: Ethics in Relationship Management
As we have seen, an essential part of many types of selling is developing a solid relationship with your customers. For more relational types of selling, creating and building relationships is critical. In this section, we examine ethical practices in relationship building.
When you think about sales as developing and maintaining relationships, the ethical demands on your practices are at a premium. Read this journal article on the connections between ethical sales behavior, relationships, and customer loyalty. Ethics in the sales profession is essential to long-term success.
Watch this video which frames the customer relationship management process. It explains how ethical relationship management ultimately creates a positive feedback loop between you and your customers.