Ethical Considerations in Selling to Seniors focuses on the ethical issues in the sales process. Although its principal attention will be directed to an examination of the ethical concerns encountered in sales in the senior market, the principles developed apply equally to all prospects and clients. Furthermore, while many of the specific ethical breaches examined relate to the sale of insurance and other financial products, the underlying ethical principles also apply to the sale of other products.
As we examine business decisions from an ethical dimension, it will become clear that the gaining of short-term profit and the adherence to ethical principles will sometimes clash. In plainer terms, cleaving to ethical principles may require the individual to forgo immediate gain. In the short term, good ethical behavior and profits cannot be equated. Not so in the long run.
While there are benefits of ethical practices that are far more valuable than profits to many people, long-run profits are enhanced by the individual’s or company’s adherence to ethical principles. As will be discussed, the client trust that is developed as a result of consistently ethical professional practices will be repaid many times over in referrals, endorsements and repeat business.
Course Learning Objectives
Upon completion of this course, you should be able to:
- Understand the fundamental principles underlying ethical systems
- Discuss the foundations of professional ethics
- Modify the tools and methods you use in the sales process to meet heightened ethical requirements
- Identify specific ethical sales concerns and unethical sales conduct
- Replace in your sales vocabulary those terms that have a high probability of misleading clients
- Recognize the special issues concerning product replacement
- Identify the special requirements involved when working with impaired clients
- Implement a system for ethical decision making
No advance preparation needed
Program Level – Basic
Program prerequisites – None
Delivery method – QAS self-study
Recommended CPE credits – 3
Recommended field of study – Insurance/Financial Planning/Ethics
Copyright 2024 by Winn Publications ALL RIGHTS RESERVED. NO PART OF THIS COURSE MAY BE REPRODUCED IN ANY FORM OR BY ANY MEANS WITHOUT THE WRITTEN PERMISSION OF THE COPYRIGHT HOLDER. All materials relating to this course are copyrighted by Winn Publications. Purchase of a course includes a license for one person to use the course materials. Absent specific written permission from the copyright holder, it is not permissible to distribute files containing course materials or printed versions of course materials to individuals who have not purchased the course. It is also not permissible to make the course materials available to others over a computer network, Intranet, Internet, or any other storage, transmittal, or retrieval system. This document is designed to provide general information and is not a substitute for professional advice in specific situations. It is not intended to be, and should not be construed as, legal or accounting advice which should be provided only by professional advisers. No advance preparation needed Program Level - Basic Program prerequisites - None Delivery method - QAS self-study Recommended CPE credits - 3 Recommended field of study - Insurance/Financial Planning
