Consider the following scenario: You are a salesperson with a large, international, publicly traded manufacturing
firm. Business has been extremely challenged over the last 3 quarters due to numerous factors, including an economic downturn, structural issues within your industry, and high sales staff turnover within you own company. Your sales manager is under great pressure to increase sales in the final quarter so that the company will hit its annual revenue projections, which will trigger large bonuses for senior management, including your sales manager. At a recent sales meeting, your sales manager said “Everyone must hit their sales numbers this quarter, no matter what it takes. It is not an option. There will be absolutely no exceptions”. Should this statement by your sales manager influence the way you conduct yourself and how you do business with customers? Explain why or why not. What role should ethics play in professional selling?
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