Ethics in sales: a novel approach to sales education

8th March 2018 |   Carl Day

Completed in May 2016, this Masters project investigates links between ethics and education, and sets out to evaluate the impact that longer-term education will have on individual sales behaviour.

The aim of this research is to investigate if there is a link between the subject of ethics and education, and to evaluate the impact that longer-term education will have on individual sales behaviour in the office print industry, particularly with regard to ethical behaviour and how that manifests with regard to the client experience.

The dominant question in my research is the following:

  • To what extent can a values-based educational programme impact on the performance of salespeople in the office print industry?
    • Subsidiary questions are:

      • How will that potential change in behaviour impact on client perception and trust?
      • How can education and development result in a more ethical behaviour of individuals?

      The level of professionalism generally displayed by sales in the office print industry has long been a concern for me and, as part of the research for my final work-based project, I have become keen to investigate whether I was alone in this concern.
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      National Sales Director for Channel Sales at Toshiba TEC UK

      Carl Day is National Sales Director for Channel Sales at Toshiba TEC UK.