Scribd Logo
Upload

Welcome to Scribd!

  • 183 views

    Assignment #3

    Uploaded by

    COREY DAVIS
    This document contains a student's responses to assignments involving identifying legal and ethical issues in sales situations. The student determines: 1) Common sales practices like offering discounts for product placement or gifts for large customers are generally legal, while sharing a competitor's confidential information would be illegal. 2) In responding to employee complaints about discriminatory emails from a manager, the student advocates apologizing, reinforcing employee value, and addressing the issue with the manager. 3) For a customer refusing service from an LGBTQ salesperson, the student says the discrimination should not be tolerated if protecting employee respect and rights.

    Copyright:

    © All Rights Reserved
    Download as DOCX, PDF, TXT or read online from Scribd

    Assignment #3

    Uploaded by

    COREY DAVIS
    183 views2 pages
    This document contains a student's responses to assignments involving identifying legal and ethical issues in sales situations. The student determines: 1) Common sales practices like offering discounts for product placement or gifts for large customers are generally legal, while sharing a competitor's confidential information would be illegal. 2) In responding to employee complaints about discriminatory emails from a manager, the student advocates apologizing, reinforcing employee value, and addressing the issue with the manager. 3) For a customer refusing service from an LGBTQ salesperson, the student says the discrimination should not be tolerated if protecting employee respect and rights.

    Copyright

    © © All Rights Reserved

    Available Formats

    DOCX, PDF, TXT or read online from Scribd

    Did you find this document useful?

    Is this content inappropriate?

    This document contains a student's responses to assignments involving identifying legal and ethical issues in sales situations. The student determines: 1) Common sales practices like offering discounts for product placement or gifts for large customers are generally legal, while sharing a competitor's confidential information would be illegal. 2) In responding to employee complaints about discriminatory emails from a manager, the student advocates apologizing, reinforcing employee value, and addressing the issue with the manager. 3) For a customer refusing service from an LGBTQ salesperson, the student says the discrimination should not be tolerated if protecting employee respect and rights.

    Copyright:

    © All Rights Reserved
    Download as DOCX, PDF, TXT or read online from Scribd
    Download as docx, pdf, or txt
    183 views2 pages

    Assignment #3

    Uploaded by

    COREY DAVIS
    This document contains a student's responses to assignments involving identifying legal and ethical issues in sales situations. The student determines: 1) Common sales practices like offering discounts for product placement or gifts for large customers are generally legal, while sharing a competitor's confidential information would be illegal. 2) In responding to employee complaints about discriminatory emails from a manager, the student advocates apologizing, reinforcing employee value, and addressing the issue with the manager. 3) For a customer refusing service from an LGBTQ salesperson, the student says the discrimination should not be tolerated if protecting employee respect and rights.

    Copyright:

    © All Rights Reserved
    Download as DOCX, PDF, TXT or read online from Scribd
    Download as docx, pdf, or txt
    of 2

    Corey Davis

    FM431-702
    Assignment #3

    #7) Which of the following are legal practices and which might be considered illegal? If you
    determine that not enough information is provided, what would make the practice legal or
    illegal?

    a) A salesperson offers a discount to a small drugstore if the store will set up a special
    display of his product at its entrance
    - This is not illegal. Many companies pay more for stores to display their products in
    certain areas of the store.

    b) A salesperson sends two bottles of wine, valued at $100 each, to a customer as a


    thank-you gift after making a large sale
    - I think this is a legal practice. The sale already happened, so it wouldn’t be a situation
    of bribery but one of customer appreciation.

    c) The buyer asks the salesperson out for drinks after work
    - Not enough information is provided, but as long as it wasn’t a situation of any sexual
    advancement or bribery for a product, I don’t see anything illegal with this situation.

    d) A buyer provides a salesperson with a competitor’s proposal, including pricing


    information
    - This is illegal & unethical, as they are providing confidential information about a
    competitor company that could affect the sales performance of said company. Buyers
    must be unbiased and not share information about other companies they are buying
    for.

    #8) As a sales manager, you find yourself faced with the following situations. Identify the
    ethical or legal issue in each and discuss how you would handle the problem. (All of these
    were experienced by former students.)

    a) The regional sales manager, your boss, forwards several ethnic jokes and lewd e-
    mails to you and your entire sales and support staff. Two of your salespeople
    complain to you.
    - The ethical issue is that the regional manager is making discriminatory and disrespectful
    comments disguised as jokes. I would handle the complaint from the salespeople by first &
    foremost apologizing and reinforcing their value as individuals and our value as a company.
    Then I would respond to the regional manager discussing the complaints and the disrespectful
    language and figure out actions that need to be taken to prevent this happening again moving
    forward.

    b) A customer has called and asked you to send someone else to his office as he does not
    want to be called on by his currently assigned salesperson. When you ask why, it is
    because he doesn’t want someone of that sexual orientation calling on him.
    - The ethical problem is that the customer is discriminating against an employee on the
    basis of their sexual-orientation. Depending on the company I work for, I would
    hopefully handle the situation by letting the customer know we don’t need their
    service if they don’t want to respect the individuals working for the company.
    c) You’ve asked a salesperson to create a training session for the entire sales team, a task
    that will require the salesperson to spend about $60 on materials that company policy
    expressly prohibits salespeople from charging on their expense report. She agrees and
    then submits an expense report with the $60 down as entertainment of a client, an
    acceptable expense. You notice it on the expense report; she hasn’t said anything
    about it but you know she was conducting a training session on the day in question
    and couldn’t have entertained the client that day.
    - The ethical issue is that the salesperson charged the $60 worth of materials on the
    company sales report, despite being told not to. I would deal with this situation by
    confronting the salesperson and asking why she felt it was appropriate to lie about the
    expense report. I would let them off with a warning, but if it happens again there
    would be consequences.

    d) The company has introduced a new product and requires all salespeople to memorize
    a demonstration script. To encourage salespeople to learn it, a contest was developed
    by your boss to award a new HDTV to the best presentation of the demonstration.
    Two salespeople come to you and say, “Let’s just let Beverly represent our team. We
    don’t have time for this. We need to be out selling.”

    The ethical issue is that the team wants Beverly to represent the entire team for the
    demonstration script. I would deal with this issue by encouraging the fellow team members to
    support Beverly and help with the demonstration script and let me worry about the selling for
    the time being.

    You might also like