tion #2: Ethical Dilemmas
Ethical dilemmas arise in selling every day. Sales professionals must realize the need to be honest when selling, as there are conflicting demands from the sales organization, customers, and colleagues. As Sales Manager of Intelligent Software Systems, Inc., you have working for you an exceptional sales representative; Lindsey is a 24-year-old, highly intelligent economics major with superior people skills who rose very rapidly in her current career. She was promoted from trainee to consultant to senior account manager within two years of employment due to her dynamic capacity to nurture client relationships and close deals.
Lindsey is on the fast track to upper management, but came face-to-face with a monumental moral dilemma when meeting with one of her first major sales clients, Kenny, the Chief Executive Officer at Second People’s Bank. Kenny is the decision maker for the Bank’s software services. Kenny advised Lindsey that he makes all decisions based upon the physical attributes of my vendors. When meeting with Kenny, Lindsey did not know how to respond. She knew that her products and services were superior to others, but Kenny was only interested in her physical appearance and made it known throughout their meeting. Lindsey has called a meeting with you, her sales manager, to discuss the situation. Address the issue with Lindsey, identify the stakeholders and conflicting demands, and provide coaching on how she and Intelligent Software should respond.
Your paper should meet the following requirements:
3-4 pages in length, not including the cover page and reference page.
Cite a minimum of three sources, two of which should be academic peer-reviewed, scholarly sources to support your responses—in addition to your textbook. The CSU-Global library is a great place to find these resources.
Make sure you properly cite and reference your sources according to theCSU-Global Guide to Writing and APA Requirements.
Your paper must be clearly and well written using excellent grammar and style techniques. Be concise. Be logical. You are being graded in part on the quality of your writing.
Refer to the Critical Thinking Rubric in the Module 5 Folder for more information on expectations for this assignment.