Reference no: EM133372850

Situation: Owen, CEO and founder of Buildit has developed an excellent relationship with Sam, a sales representative from BuildIt's longest-standing supplier, a company founded by old family friends of Owen's parents. Sam, is well-liked by Owen and all the team at Buildlt, - Sam's a hardworking and fun person! Sam is very supportive of Buildlt and is thrilled by the company's growth and success. For your last monthly sales update meeting, Sam brought in baked goods, coffee, and tea from the city's finest cafe - a celebration of BuildIt's success! During the lively conversation, Sam reminded Owen of Buildit's early days in business, and how supportive they had been as a supplier. Sam joked that they used to provide extended credit terms and now Buildlt is one of the fastest-paying customers! Sam also showed Owen their personal latest social media posts and how their number of followers had grown. Literally viral! Owen joked that Sam may become an influencer if he quit, and Buildlt would lose the best and most supportive sales representative. The meeting ran longer than expected and as the meeting concluded, the conversation turned a little quieter. Sam told Owen that sales were tough this quarter and they might not make the sales quota for the first time ever. They were close though, and if they did make it, their annual bonus would be significant. There was a lot at stake for Sam this year. Sam mentioned if Owen could order double the normal volume for the next two months, it would help Sam get to budget and when they received their bonus, there would be a little monetary reward along with the beverages and baked goods for the next meeting. The conversation was interrupted when Owen received an important call that had to be taken. Owen quickly ended the meeting with Sam. They waved goodbye and Sam said he would call Owen.

Questions

1. What two questions might you consider asking yourself to determine what the sales representative was really asking? Explain why these questions are important for you.

2. As a leader of the company what two actions/organizational policies can you implement to ensure the highest ethical standards are upheld in your company? Explain the rationale for your thinking.

3. How might you begin the next conversation you have with the sales representative and what information will you include in the conversation?

4. What might happen if you ignore the situation and say nothing?