Senior Market Ethics

With special emphasis on senior prospects and clients, Senior Market Sales Ethics teaches producers how to identify ethical concerns at each step of the sales process: the approach, the opening and fact-finding interview, presenting a proposal to the prospect or client, implementation, and follow-up. The course includes numerous real-life scenarios that challenge students to analyze the ethical issues involved in the sales scenario and to identify proper ways to handle them. In addition, students will learn to recognize the components of professional ethics and will be introduced to different models of ethical decision-making. 

The course includes the following chapters:

  • Introduction to Ethics
  • Developing a System of Professional Ethics
  • Ethical Sales Concerns
  • Modifying Sales Tools and Methods to Meet Senior Market Needs
  • Exercises in Ethical Reasoning
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