Business Ethics Activity Book

22	ETHICAL SALESMANSHIP A Sale of Need Is a Sale Indeed Approximately 25 minutes (more or less, depending on size of class)

Overview

The sales process should never be one-directional, based only on the salesperson’s need to sell a product or service. This exercise illustrates the importance of involving the buyer in the selling process and of ethically considering the role of need in both actual and attempted sales.

Purpose

To encourage buyer input while a sale is being conducted.

Group Size

Any number of individuals can participate. The group should be divided into subgroups of four or five.

Room Arrangement

If possible, arrange table groups for each team of four or five.

Materials

An item to sell, for example, masking tape

Optional: A bag ...