Developing and Implementing a Responsible Selling Culture Plan

This report presents a comprehensive plan for developing a culture of responsible selling within an organization. It begins by outlining strategies to gain commitment from the sales team and stakeholders, emphasizing the importance of responsible selling for brand reputation. The report then details the development of policies and procedures, including identifying needs, gathering information, and drafting and finalizing policies. It also explores methods for supporting the sales team, such as setting key performance indicators, developing effective communication systems, and providing timely learning and development. Furthermore, the report discusses ways to analyze personal behavior and actions, including customer feedback analysis and surprise audits. It identifies potential challenges, such as lack of support and financial constraints, and proposes proactive and reactive solutions, such as monetary incentives and financial planning. The report concludes by referencing relevant academic sources to support its findings.

Running head: PLAN TO DEVELOP CULTURE FOR RESPONSIBLE SELLING
PLAN TO DEVELOP CULTURE FOR RESPONSIBLE SELLING
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PLAN TO DEVELOP CULTURE FOR RESPONSIBLE SELLING
Table of Contents
Ways to Gain Commitment for Responsible Selling.......................................................................1
Ways to Develop Policies and Procedures for Responsible Selling................................................1
Ways to Support the Sales Team in applying Responsible Culture in Sales...................................2
Ways to Analyze Personal Behavior and Actions leading Responsible Behavior..........................3
Challenges in Developing a Plan.....................................................................................................3
Proactive and Reactive Solution to the Challenges.........................................................................4
References........................................................................................................................................5

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PLAN TO DEVELOP CULTURE FOR RESPONSIBLE SELLING
Ways to Gain Commitment for Responsible Selling
To make the plan for responsible selling effective it is important that the organization
gain commitment from the sales people and other stakeholders for selling responsibly. This is
because in the absence of proper commitment from these members of the organization will not
be able to lead responsible selling effectively (Avram & Kühne, 2008). The steps to be taken to
gain such commitment from the sales team and stakeholders are:
 To conduct timely meeting with the sales team and other important managers of the
business to explain them the importance of responsible selling for the reputation of the
brand.
 Create system in which coaching up or coaching out will be given to the sales person who
are underperforming months after months so that they can be aware about their job
responsibilities.
 Create a pro sales culture that helps in engaging with the hearts of salespeople and make
them understand that responsible selling is important for their growth.
 Develop policies for the sales people for responsible selling and connecting it with
employee promotional strategies so that the salesperson are encouraged to act in that
manner.

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PLAN TO DEVELOP CULTURE FOR RESPONSIBLE SELLING
Ways to Develop Policies and Procedures for Responsible
Selling
Developing policies and procedures for responsible selling will help the organization to
attain various kinds of development (Awaysheh & Klassen, 2010). However, it needs to follow
certain procedure that will help in developing these policies in an effective manner:
 Firstly, it is essential to identify the needs of the responsible selling policies and
procedures in the organization in response to the needs such as poor activities, feedback
of the customers and others.
 Identify the people who will be responsible for leading such responsible behavior so that
the policies and procedure can be targeted towards these people and stakeholders of the
business and reduce confusions.
 Information will be gathered from various areas such as legal responsibilities, legal issues
faced by the company, complaints from customers and others related to selling so that the
policies are targeted in correct areas.
 The next step will be to draft a policy to ensure that the policies and procedures are
systematic and easily understood by the responsible people.
 Communication with the stakeholder will be followed to learn about the effectiveness of
the policies and areas that needs further addressing.
 Finalize and approve policy will be the last step.
These steps will be used as a method to develop policy and procedures for responsible selling in
an organization.

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PLAN TO DEVELOP CULTURE FOR RESPONSIBLE SELLING
Ways to Support the Sales Team in applying Responsible
Culture in Sales
Sales team in the organization needs continuous support to motivate them form a
responsible culture in sales. Support in sales is important because sales culture in the XYZ
Company is often characterized by low morale, missed targets, deteriorating mission and others.
The support will be in the form of setting key performance indicator that will help the employees
improve their focus and be more responsible (business.qld, 2019). Further, development of
effective communication system should be done so that the sales team can communicate about
serious issue in store or in online platform and offer timely solution. The third method by setting
activity based sales plan that helps in driving success. This will involve achievable goals that is
easy for the sales team to manager and prevent sales persons from being demotivated to work
responsibly. The most important support will be in the form of timely learning and development.
This will help in timely dealing with areas the sales team lack in and allow them to work
effectively.
Ways to Analyze Personal Behavior and Actions leading
Responsible Behavior
Along with developing responsible culture it is also important to analyze the behavior
and actions that are leading culture of responsible selling. This will be done in XYZ Company
through various processes such as timely analysis of customer feedback both online and in store,
surprise store audit to judge the behavior of the managers, communicating with in store
customers about the actions of the sales person, monthly analysis of targets and others

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PLAN TO DEVELOP CULTURE FOR RESPONSIBLE SELLING
(business.qld, 2019). These will help in judging the behavior of the sales person that is either
leading to responsible behavior or irresponsible behavior.
Challenges in Developing a Plan
The plan that has been developed for analyzing and developing responsible behavior in
the organization among the sales team will also lead to various challenges that needs to be met
from time to time.
Firstly, there will be challenges faced from lack of support from the sales team in being a part of
the plan or follow the policies and procedures developed.
Secondly, challenges will be faced from financial ends such as lack of funds for meeting
communication need between the salesperson and the employers. This will prevent timely
meeting with the sales team.
Thirdly, challenges will be faced from the customers in case the customers are not supportive to
the salesperson even after acting responsibly.
Proactive and Reactive Solution to the Challenges
The above challenges will be solved following some proactive and reactive methods that
can help solve the issues.
Firstly, the salespersons will be given monetary incentives if they choose to support the plan and
act responsibly according to it. Extra allowances will be given in case the plan is successful in
achieving its objectives.

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PLAN TO DEVELOP CULTURE FOR RESPONSIBLE SELLING
Secondly, financial planning will also be a part of the plan and the budget will be formed
according to the capability of the firm so that there is not shortage in future.
In case of challenge from customers the matter should be escalated to the sales manager along
with the customer name and number and personal attention will be given in that case.

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PLAN TO DEVELOP CULTURE FOR RESPONSIBLE SELLING
References
Avram, D. O., & Kühne, S. (2008). Implementing responsible business behavior from a strategic
management perspective: Developing a framework for Austrian SMEs. Journal of
Business Ethics, 82(2), 463-475.
Awaysheh, A., & Klassen, R. D. (2010). The impact of supply chain structure on the use of
supplier socially responsible practices. International Journal of Operations & Production
Management, 30(12), 1246-1268.
business.qld. (2019). Ethical sales practices. Retrieved from
https://www.business.qld.gov.au/starting-business/licensing-obligations/legal-
obligations/ethical-selling/ethical-practices