We all come across salespersons who try to sell us everything from a pair of socks to a high end automobiles. Many of us tend to get carried away with the salesperson's smooth talk and end up buying the product. But, is the selling done, keeping in view the customer's interest? This article gives an insight into some common sales gimmicks and the ethical issues involved.

Ever heard of a sales represen- tative who discloses complete information about his product to the customer? Although the market research team works on bringing out a product that matches customer requirements, customer needs differ from time to time and place to place. Also, in this era of mass production, it is difficult, if not impossible, to customize a product to suit a customer's specific needs - although every effort is made to satisfy the vast majority.

We have customers who may or may not want certain features in a product. They may not be willing to pay for the unwanted features or may want a particular feature, and sometimes, the same may not be available in the given product. Sales personnel are constantly under pressure to meet sales quotas and business targets which make them overlook what is best for the customer.

Selling has become more of "somehow" pushing the product. Sales reps are always waiting out there to make a quick buck, win internal contests, fly to exotic locations - all for achieving/over-achieving their targets - at the cost of the innocent (or ignorant) customer. Yes, you read it right! It is at the cost of the customer. The huge commissions, international trips are all added to the price of the product that is sold to the customer. Paying a premium may not always ensure superior quality. It perhaps means that you are sponsoring somebody's annual vacation. Misselling has become an in-thing in sales. In fact, peep into any sales department and you will find the team sharing a laugh over their latest `catch'.

Marketing Mastermind Magazine, Sales and Ethics, Mass Production, Sales Department, Selling Techniques, Business Targets, Placement Agencies, Ethical Issues, Commercial Bank, Sales Representatives, Organizational Needs, Customer Loyality.