Selling to Seniors: Ethical Considerations

Course Description:

 Ethical Considerations in Selling to Seniors teaches students to identify ethical concerns when working with seniors at each step of the sales process: the approach; the opening and fact-finding interview; presenting a proposal to the prospect or client; and implementing and following up if the client purchase a product or service. Special emphasis is placed on advertising, sales proposals and other business communications such as brochures, flyers and electronic communications. In addition, students learn how to present themselves and their professional credentials in an ethical manner.

Learning Objectives:

Upon successful completion of this course, participants will be able to:

• Describe the foundations of professional ethics
• List the fundamental principles and components of ethical systems
• Modify their sales tools and methods to meet heightened ethical requirements
• Identify specific ethical sales concerns in working with seniors
• Replace in their sales vocabulary those terms that have a high probability of misleading clients
• Describe the special issues concerning product replacement
• Identify the special requirements of working with physically or mentally challenged clients
• Recognize when they have an ethical sales issue
• Analyze an ethical sales issue and describe proper ways to handle it that are in the best interests of the prospect or client