Sales Ethics Archives • Page 2 of 3 • Passodue

How to give voice to your values and achieve success in doing it: new habits for a new year

The beginning of a new year can be a tough time. The perspective of 12 months of hard work and effort, to achieve goals that we feel are indeed distant from our true dreams and values could be very hurting. But are we sure that we need to renounce to them to have a wealthy and happy life? We asked Mary Gentile – professor at University of Virginia Darden School of Business

13/01/2020

Sales Ethics

“I sell”, a form of the verb “to listen”

A good salesperson is primarily an excellent listener, someone who knows how to stay quiet, leaving his customer the space to express his/her wishes and only speaking after fully comprehending the needs and desires of his interlocutor.

25/03/2019

Best of ethical selling techniques

Is the negotiating effectiveness of an ethical salesperson greater than that of a non-ethical one?

Let's analyze which sales techniques are more effective, traditional or ethical ones.

27/11/2017

Sales Ethics

Ethical stories: Marcello Ceccaroni, the Che Guevara of surgery

by Alice Alessandri Marcello Ceccaroni is 45 years old and, young though he is, has risen to the role of Consultant in the Department of Gynecology at the Sacro Cuore Don Calabria Hospital in Negrar (Verona) thanks to his determination, dedication and…

30/10/2017

Best of ethical leadership

Leadership in “Peacetime”: a talk with Prof. Leigh Hafrey of the MIT

Prof. Leigh Hafrey, professor of leadership at MIT in Boston, gives us his valuable advice on the following topic

16/10/2017

Sales Ethics

“Giving voice to what you believe in”: Interview with Mary Gentile, PhD.

by Alice Alessandri e Alberto Aleo We arrived in Newburyport near Boston on a late spring day to interview our friend and mentor Mary Gentile. It is always a joy to meet up with her as we are bound to…

18/09/2017

Sales Ethics

Business re-evolution: interview with Niccolò Branca

by Alice Alessandri and Alberto Aleo Fernet-Branca is a household name in Italy, and widely appreciated abroad, but maybe not everyone knows that the Fratelli Branca Distillerie is one of Italy’s oldest family businesses. Present on the market since 1845, with…

19/06/2017

Nightmare Salespeople

Nightmare salespeople: mistakes when closing the deal

by Alice Alessandri, Alberto Aleo What could be worse that seeing all your efforts wasted just as you are about to close the deal? Just like a marathon runner stumbling in the last metre of the race or a chef…

05/06/2017

Sales Ethics

Conscious Business: a conversation with Luigi Zoia

By Alice Alessandri Some time ago, by one of those happy coincidences that that life sometimes brings, we met Luigi Zoia. We had gone to Babson College in Boston to meet Professor Raj Sisodia [to whom we dedicated this article]…

31/10/2016

Sales Ethics

Time to consider externalities and ethics

by Alice Alessandri e Alberto Aleo We have been hearing about the crisis for so long that many of us just take it for granted. It has become a background noise to our lives and career choices, to the extent that…

18/07/2016