Overview

This exercise, which works especially well as an energizer, involves a competition of sorts. The first triad to finish listing 26 ethical sales behaviors—each starting with a different letter of the alphabet—wins a token prize.

Purpose

To broaden the salesperson’s range of successful behaviors.

Group Size

Any number of individuals can participate. The group should be divided into triads.

Room Arrangement

Arrange flexible seating, so participants can easily form triads.

Materials

Optional: Three cans of alphabet soup or three boxes of alphabet cereal

Procedure

1.Announce that you are challenging the group to an informal competition, but one that will provide much “food for ethical thought.”

2.Explain that each triad is to come up with 26 sentences. Each sentence must start with a letter of the alphabet, beginning with an A-verb such as “Ask. . . .” The 26th sentence will be a Z-verb such as “Zero in on. . . .” (It’s also permitted to modify a verb and use the adverb as the first word of the sentence. So, they could write “Zealously guard. . . .” for their Z-verb sentence.)

3.If prizes are awarded, they will be given on the basis of the first triad to complete the assignment. That triad will share its answers. Otherwise, each group will share one portion of the 26 sentences—to avoid the information overload that would occur if each triad read all 26. For example, if there are six triads, each will take four letters of the alphabet. Triad 1 will do sentences beginning with A–D. Triad 2 will do E–H, and triad 3, I–L. Triad 4 has letters M–P. Triad 5 has Q–U and triad 6, V–Z.

Variation

The A-to-Z competition can be used with any other training program.

Discussion

Aristotle’s acknowledgment that we all behave (or should behave) in a foolish fashion from time to time is echoed in the words of many experts from many fields. (Einstein, for example, in working on his quantum physics theories, used to imagine himself riding a beam of light.) The element of playfulness often leads to new ideas—ideas that could be used, for example, to resolve thorny ethical issues or to generate creative ideas. What “foolish” thing can you do to increase sales—something that might make you feel foolish for a few minutes but that might pique the interest of a buyer?

Which of the 26 possibilities are you not yet employing but could employ to increase sales?

What other structures (not alphabetic, but perhaps numeric or alliterative) could you use to increase/ensure ethical sales behaviors? (For example, what would be the Five Steps to Making an Honest Sale? Or, what might be six P-words that would encourage ethical relationships with clients?

Quotation

“There is a foolish corner in the brain of the wisest man.”—Aristotle

Points of Interest

Harvard Professor Howard Gardner is famous for his theory of multiple intelligence and his studies of the creative personality. His research has led him to realize that creative individuals—from all walks of life—engage in three techniques: they spend time each day reflecting; they refuse to let failure shape their future actions; and they capitalize on their strengths.

In keeping with Gardner’s observation, reflect on ethical behaviors in which you engaged at the end of each day. Or reflect on what you might have done to show greater respect, concern, and compassion for those with whom you interact each day. Discuss with a respected colleague steps you can take to prevent failures from leading you to unethical behavior. (For example, if you didn’t make quota, you might be tempted to cut ethical corners in order to do so for the next month. Charting improvements with a respected colleague will help keep you on the ethical path.) List your strengths and vow that they won’t ever become unethical weak spots. (To illustrate, an extremely articulate, verbal salesperson has an undeniable strength. But if he or she uses verbal adroitness unethically to persuade an unsophisticated buyer, he or she would be moving from a position of intellectual strength to one of moral weakness.)