IMPACT OF VARIOUS ETHICAL CONSIDERATIONS ON SALES PERFORMANCE IN THE IT INDUSTRIES USING CONSULTATIVE SELLING TECHNIQUES

Abstract

Ethics are a vital factor in determining sales performance especially in the IT industry in the application of consultative selling methods. Sales teams can also create much trust and long-term client relationships by developing transparency, integrity, client welfare and compliance with the laws. Transparency, achieved by open dialogue on the product features and shortcomings enhances client confidence and loyalty, which leads to re-business. Being honest and not engaging in tricks to lure clients increases the level of their satisfaction and trust in the services provided by the company. By prioritizing the welfare of the clients, where priority is placed on the recommendation of bespoke solutions which will actually satisfy the customer needs, there is enhanced customer retention and repeat sales. Also, compliance to industry rules and reporting of conflicts of interest is a good way of enhancing compliance and ethical behavior in sales practices. Providing clients with information that would help them make well-informed choices without pressure selling would help them become more satisfied and loyal. In general, ethics issues in the application of consultative selling are beneficial to not only boosting the performance of the sale, but also fostering the creation of a sustainable business relationship that will lead to eventual success in the competitive IT sector.