Customer objections: how to handle them properly (and ethically).
Customer objections are probably the single toughest part of a negotiation, but they are also the richest in opportunity.
Values Beget Value: A Conversation with Gautam Mahajan
by Passodue In the world of Business Ethics, we sometimes meet people we share ideas, research and projects with, even when we live and work thousands of miles apart. We first got to know Gautam Mahajan in this context: we…
The Perfect Sales Playbook: Myth or Reality?
Does it make sense to design a Sales Enablement Manual or Sales Playbook and enforce its use among your sales force?
Why Do They Teach Ethical Sales at University in Scandinavia?
A reflection on Ethical Selling from Copenhagen Business School: leadership, trust, sustainability, and the future of sales in the age of AI.
The troubled relationship between economics and ethics through the centuries.
A briefly go back in time to retrace some key stages in the relationship between economics and ethics.
The law of reciprocity: why altruism pays off in business.
We’re used to thinking that in economics, it’s the bad guys who win. In reality, the law of reciprocity is a key factor for success in business.
Discover your core values and your value.
One of these is our Christmas tradition of sending a notebook (or diary, if you prefer) to those who have taken part in a Passodue training program. This notebook is designed to help you face the new year with a constructive mindset. The 2024/25 edition is dedicated to discovering your core values and understanding your own value.
In the following article, we wanted to include further reflections on this topic, sharing our insights and advice with those who haven’t received the notebook. Values have the magical power to guide us toward choices in line with our true essence, directing us during hard times and through the various challenges we all end up facing.
Multi-stakeholder negotiation: when the salesperson has to multitask
When a bride-to-be goes through the “ritual” of choosing her wedding dress, her mother, mother-in-law, the bride’s best friend, the father (who is usually expected to pay for the dress) and other guests such as her grandmother, a wise aunt and so on are usually all present. How will our salesperson have to behave to convince the entire “purchasing team”?
How to measure ethics in sales through the sales force rewarding system
Companies, and sales managers in particular, commonly believe that ethics is simply a burden that hinders the achievement of results. Let’s try to understand if this is really the case and what entrepreneurs and managers can do to help their collaborators achieve better results while playing fair.
The charm of ethics: from fashion to real change factor
For some time now, advertisements, company mission statements, and marketing and communication strategies in general are going through a process of “whitewashing” and are focusing on spreading an “ethical” message. Therefore, here is our opinion on the increasingly common trend of adding the word “ethical” to business.