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Book Description

Do ethics pay? In an attempt to answer this question, the authors analyze the economic theories that might rehabilitate ethics in the world of sales and turn them into an effective tool for conducting negotiations. This  book proposes a “bottom-up” approach that starts from an analysis of sales activities to build a business style that, if adopted by an entire organization, can make the difference thus enhancing the company’s success. Italian culture provides a backdrop to the book; the authors reinterpret the particular nature of the country’s economic and social fabric and integrate this into an approach to business that can create authentic relationships, shared prosperity and quality of life across other cultures. Sale Ethics stimulates the development of a self-entrepreneurial mind-set that is useful in any field, and provides a simple and effective method of capitalizing on your own talents while respecting others and at the same time garnering the rewards of ethical behavior.

Table of Contents

  1. Cover
  2. Halftitle
  3. Title
  4. Abstract
  5. Dedication
  6. Contents
  7. Foreword
  8. Preface: The First Step
  9. Acknowledgments
  10. Introduction: How to Use This Book
  11. Part I
  12. Chapter 1 Why Read a Book on Sales Ethics?
  13. Chapter 2 The Key Concepts in Sales Ethics
  14. Chapter 3 The Economic Theories Underlying Sales Ethics
  15. Part II
  16. Chapter 4 Preparing for Negotiations
  17. Chapter 5 The Phases of Sales Ethics
  18. Conclusions: The Second Step
  19. FAQ: Our Answers to Your Questions
  20. References
  21. Bibliography
  22. Index
  23. Adpage
  24. Backcover
18.225.55.38