Discussion Question As one of the newer district sales managers for a fast-growing technology company, you've asked your salespeople to give you three sales forecasts in their territories for the coming year: (a) optimistic, (b) pessimistic, and (c) most likely. After totaling their three different sales forecasts, you realize that the optimistic forecast will increase sales by nearly 20% in your district, the pessimistic forecast by 10%, and the most likely by about 15%. Your national sales manager has asked each district sales manager to give her their most likely sales forecast for the coming year, so she can assign sales quotas. Your thoughts are that it's probably best to give her the most pessimistic sales forecast because this should help ensure that she assigns your district a quota that you should easily achieve. If you can exceed your assigned district sales quota by a substantial amount, you'll probably get a large bonus, and you may even be named district sales manager of the year for your company. You know that your company's production schedules are based on the annual sales forecasts, but you plan to be very aggressive early in the year in ordering products to make sure you get more than your share for your salespeople hefore nossible in shorta ges ne later You don't sonal
Discussion Question As one of the newer district sales managers for a fast-growing technology company, you've asked your salespeople to give you three sales forecasts in their territories for the coming year: (a) optimistic, (b) pessimistic, and (c) most likely. After totaling their three different sales forecasts, you realize that the optimistic forecast will increase sales by nearly 20% in your district, the pessimistic forecast by 10%, and the most likely by about 15%. Your national sales manager has asked each district sales manager to give her their most likely sales forecast for the coming year, so she can assign sales quotas. Your thoughts are that it's probably best to give her the most pessimistic sales forecast because this should help ensure that she assigns your district a quota that you should easily achieve. If you can exceed your assigned district sales quota by a substantial amount, you'll probably get a large bonus, and you may even be named district sales manager of the year for your company. You know that your company's production schedules are based on the annual sales forecasts, but you plan to be very aggressive early in the year in ordering products to make sure you get more than your share for your salespeople hefore nossible in shorta ges ne later You don't sonal
Principles Of Marketing
17th Edition
ISBN:9780134492513
Author:Kotler, Philip, Armstrong, Gary (gary M.)
Publisher:Kotler, Philip, Armstrong, Gary (gary M.)
Chapter1: Marketing: Creating Customer Value And Engagement
Section: Chapter Questions
Problem 1.1DQ
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Transcribed Image Text:Ethical Situation: What Would You Do?
Discussion Question
As one of the newer district sales managers for a fast-growing technology
company, you've asked your salespeople to give you three sales forecasts in
their territories for the coming year: (a) optimistic, (b) pessimistic, and (c) most
likely. After totaling their three different sales forecasts, you realize that the
optimistic forecast will increase sales by nearly 20% in your district, the
pessimistic forecast by 10%, and the most likely by about 15%. Your national
sales manager has asked each district sales manager to give her their most
likely sales forecast for the coming year, so she can assign sales quotas. Your
thoughts are that it's probably best to give her the most pessimistic sales
forecast because this should help ensure that she assigns your district a quota
that you should easily achieve. If you can exceed your assigned district sales
quota by a substantial amount, you'll probably get a large bonus, and you may
even be named district sales manager of the year for your company. You know
that your company's production schedules are based on the annual sales
forecasts, but you plan to be very aggressive early in the year in ordering
products to make sure you get more than your share for your salespeople
before possible inventory shortages come later. You don't see any personal
down side to this strategy.
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