Question

In sales:

How can trust-destroying conflicts be avoided?

How does an ABC analysis use the 80/20 rule?

Discuss some of the strategies salespeople can use to handle unethical requests from superiors.

What is an implied warranty and an expressed warranty? You have just filled up your car with gasoline. Give an example of an expressed and an implied warranty that might have accompanied your purchase.

Answer 1

1. One major cause of conflct is lack of respectful communication. In sales, trusts of customers can be destroyed if the sales objectives are only made to fulfil the needs of the company and not focusing on the needs of the customers. Therefore, there would a gap in the communication between sales person and the customers where conflicts of interest may arise and trusts can be broken. Hence, business objectives and mission should be customer oriented so that they can feel themselves valued in the business.

Another way of avoiding the conflicts is to listen to the other person and not to make any counter argument at that point. Giving attention to the perspective of other person such as customers can help in resolving conflicts quickly. Team members also be helped to separate the problems from a person. Giving importance to dissatisfaction and focusing on the root of the problem are also helpful tactics. Building a healthy emotional regulation between two communicators or between sales team and customers are effective in deaing with the trust destroying conflicts.