Sales Ethics

Index

Arthur’s model. See W. Brian Arthur’s theory of increasing returns

bottom-up approach, 93–94

broader trust, 49

Cialdini, R., 184

circle of trust, 47–50

civil economy, 6

conditional trust, 49

conflict of interest, 23, 32, 33, 170–171

cooperation, 40–41

customer-oriented culture, 18–19

customer relationship

attentiveness and flexibility, 76

book salesperson, 75–76

communication skills, 110–111

customer experience, 77–78

customers and system of values, 103–105

customer satisfaction, 79

data analysis, 76–77

exchange of value, 105–106, 113

humble approach, 110

information asymmetries, 78–79

Maslow hierarchy, 101

misunderstanding avoidance, 111–112

new customer finding and meeting, 115–118

prejudice avoidance, 113–114

purchasing decision, 78 ...