Reference no: EM132186454

Choose two of the following scenarios and discuss the role ethical values play in an organization and how sales managers can create an ethical salesforce.

Scenario 1 - A sales oriented organization frequently had contests to increase sales. The prizes offered included expense paid vacation trips to highly desirable locations, TV sets, and other valuable merchandise. Some of the sales personnel in the organization would hold orders and pressure reluctant buyers to “buy now” in order to maximize sales during the time period of the contest.

Scenario 2= The merchandise delivery from a direct sales organization to its sales representative usually takes three full days (Monday through Friday). If merchandise is shown and ordered by Wednesday, there is only about a 30% chance it will be received by Friday. At a Wednesday showing, a sales representative promises that she can have the merchandise to a customer by Friday. The customer wants to wear it for a Friday night engagement and would probably not have purchased the item without the salesperson’s assurance of a Friday delivery. However, she will probably accept the merchandise if it doesn’t come until Monday.

Scenario 3 - A direct sales organization has built a reputation for selling quality merchandise at moderate to high prices and sells it through independent sales contractors. These independent contractors are expected to present the line to potential customers, take orders, and see that the merchandise is delivered. The success of the organization is highly dependent upon its reputation. One independent contractor has purchased another less expensive line of merchandise and is offering it along with that of the organization. Potential customers are not told that the goods are different from the primary line, and the independent contractor is making a substantial amount of money from the sale of additional merchandise.

Scenario 4 - A young man, recently hired as a sales representative for an industrial products company, has been working very hard to impress his sales manager with his selling ability. At times, this young man, anxious for an order, has been a little over-eager. To get the order, he exaggerates the value of the item or withholds relevant information pertaining to the product he is trying to sell. No fraud or deceit is intended by his actions. He is simply over-eager. The salesman’s sales manager is aware of his actions but has done nothing to stop his practices.