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One of the key challenges facing everyone today is how to best manage the environment and the earth's limited natural resources. Pollution, climate change, and other environmental challenges require individuals, companies, and countries to make difficult choices. As companies develop and implement a strategic environmental strategy, the impact can be felt throughout the organization. From the office to the production floor companies look to be more energy efficient, more "green," and better resource managers. Sales may not spring to mind when considering the impact of environmental issues on an organization, but in fact a company's environmental strategy impacts the sales force and, more specifically, sales managers in many ways. For example, as organizations look to reduce their carbon footprint they seek alternatives to having a salesperson use cars and other transportation to meet with the customer. In some cases, outside sales forces are even reduced and replaced with call centers and inside salespeople. Another issue is the concerted effort to make and sell products that are more environmentally friendly. It is the salesperson's job to create a value proposition that reflects not only the product's inherent advantages and benefits but also its environmental impact. Increasingly, companies are asking salespeople to provide an environmental impact assessment of their products before making a purchase decision. These kinds of changes, as well as many others, reflect the impact of environmental issues on strategy and, more specifically, the sales force. A focus on the natural environment will continue to influence the role of selling and salespeople, thus managers need to understand the many environmental issues facing the company. At the same time, sales managers must train their sales force to adequately deal with customers' environmental concerns. Question to Ponder: Can you identify other environmental issues that impact the sales force and sales managers?

One of the key challenges facing everyone today is how to best manage the environment and the earth's limited natural resources. Pollution, climate change, and other environmental challenges require individuals, companies, and countries to make difficult choices. As companies develop and implement a strategic environmental strategy, the impact can be felt throughout the organization. From the office to the production floor companies look to be more energy efficient, more "green," and better resource managers. Sales may not spring to mind when considering the impact of environmental issues on an organization, but in fact a company's environmental strategy impacts the sales force and, more specifically, sales managers in many ways. For example, as organizations look to reduce their carbon footprint they seek alternatives to having a salesperson use cars and other transportation to meet with the customer. In some cases, outside sales forces are even reduced and replaced with call centers and inside salespeople. Another issue is the concerted effort to make and sell products that are more environmentally friendly. It is the salesperson's job to create a value proposition that reflects not only the product's inherent advantages and benefits but also its environmental impact. Increasingly, companies are asking salespeople to provide an environmental impact assessment of their products before making a purchase decision. These kinds of changes, as well as many others, reflect the impact of environmental issues on strategy and, more specifically, the sales force. A focus on the natural environment will continue to influence the role of selling and salespeople, thus managers need to understand the many environmental issues facing the company. At the same time, sales managers must train their sales force to adequately deal with customers' environmental concerns. Question to Ponder: Can you identify other environmental issues that impact the sales force and sales managers?

Principles Of Marketing
Principles Of Marketing
17th Edition
ISBN:9780134492513
Author:Kotler, Philip, Armstrong, Gary (gary M.)
Publisher:Kotler, Philip, Armstrong, Gary (gary M.)
Chapter1: Marketing: Creating Customer Value And Engagement
Section: Chapter Questions
Problem 1.1DQ
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ETHICAL MOMENT Ethics and the Natural Environment One of the key challenges facing everyone today is how to best manage the environment and the earth's limited natural resources. Pollution, climate change, and other environmental challenges require individuals, companies, and countries to make difficult choices. As companies develop and implement a strategic environmental strategy, the impact can be felt throughout the organization. From the office to the production floor companies look to be more energy efficient, more "green," and better resource managers. Sales may not spring to mind when considering the impact of environmental issues on an organization, but in fact a company's environmental strategy impacts the sales force and, more specifically, sales managers in many ways. For example, as organizations look to reduce their carbon footprint they seek alternatives to having a salesperson use cars and other transportation to meet with the customer. In some cases, outside sales forces are even reduced and replaced with call centers and inside salespeople. Another issue is the concerted effort to make and sell products that are more environmentally friendly. It is the salesperson's job to create a value proposition that reflects not only the product's inherent advantages and benefits but also its environmental impact. Increasingly, companies are asking salespeople to provide an environmental impact assessment of their products before making a purchase decision. These kinds of changes, as well as many others, reflect the impact of environmental issues on strategy and, more specifically, the sales force. A focus on the natural environment will continue to influence the role of selling and salespeople, thus managers need to understand the many environmental issues facing the company. At the same time, sales managers must train their sales force to adequately deal with customers' environmental concerns. Question to Ponder: Can you identify other environmental issues that impact the sales force and sales managers?
Transcribed Image Text:ETHICAL MOMENT Ethics and the Natural Environment One of the key challenges facing everyone today is how to best manage the environment and the earth's limited natural resources. Pollution, climate change, and other environmental challenges require individuals, companies, and countries to make difficult choices. As companies develop and implement a strategic environmental strategy, the impact can be felt throughout the organization. From the office to the production floor companies look to be more energy efficient, more "green," and better resource managers. Sales may not spring to mind when considering the impact of environmental issues on an organization, but in fact a company's environmental strategy impacts the sales force and, more specifically, sales managers in many ways. For example, as organizations look to reduce their carbon footprint they seek alternatives to having a salesperson use cars and other transportation to meet with the customer. In some cases, outside sales forces are even reduced and replaced with call centers and inside salespeople. Another issue is the concerted effort to make and sell products that are more environmentally friendly. It is the salesperson's job to create a value proposition that reflects not only the product's inherent advantages and benefits but also its environmental impact. Increasingly, companies are asking salespeople to provide an environmental impact assessment of their products before making a purchase decision. These kinds of changes, as well as many others, reflect the impact of environmental issues on strategy and, more specifically, the sales force. A focus on the natural environment will continue to influence the role of selling and salespeople, thus managers need to understand the many environmental issues facing the company. At the same time, sales managers must train their sales force to adequately deal with customers' environmental concerns. Question to Ponder: Can you identify other environmental issues that impact the sales force and sales managers?
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