PART IV
COMMENTS ON ETHICAL DILEMMAS
CHAPTER 1: “Mexico, Here I Come!”
What is the most ethical action to take?
A. Accept John’s offer without consulting your boss and send the
merchandise to his store – in turn, receiving a $500 bonus, a trip to
Mexico, and praise from your boss for making the sale and reaching
your sales quota.
B. Talk to your boss about the situation and explain John’s offer. Let
your boss be the ultimate decision maker (taking responsibility
instead of you) knowing that he will tell you to take the “sale” from
John
C. Thank John for trying to be a supportive friend but decline his offer
since it would not be right to falsify sales for your own benefit.
CHAPTER 1
THE LIFE, TIMES, AND CAREER OF THE PROFESSIONAL SALESPERSON
COMMENTS ON CHAPTER 1 SALES APPLICATION QUESTIONS
1. Major types of sales jobs are: (A) retail; (B) wholesale; (C) Manufacturer’s Representative. Ask
2. Nine (9) success characteristics described are: (A) love of job; (B) willingness to work hard; (C)
need to achieve success; (D) optimistic outlook; (E) knowledge of job; (F) careful use of selling time;
3. People choose a sales career for its; (A) variety; (B) freedom; (C) challenge; (D) advancement; and
4. Career path–upward sequence of job movements. Ask students how one moves into corporate
5. The Golden Rule of Personal Selling stipulates that salespeople place the interest of others before
their own. Service to others and treating others as you would like to be treated are personal
COMMENTS ON CASE
Case 1-1: What They Didn’t Teach Us in Sales Class
This case tells a typical story of the feelings, frustrations, and challenges new salespeople face in the
beginning. While there are some drawbacks to selling at first, many wonderful opportunities exist. It is
important that students have realistic expectations when starting a new career.
Questions at End of Case
1. Should Rick Lester “turn in his keys?”
2. How should Mr. Brown handle this situation? What should he say to Rick?
3. How can firms reduce high turnover among new sales personnel?
4. What can firms do to increase salesperson status?
5. What can professors do to better prepare students in sales classes?