Ethical Dilemma: Declining Sales You are a salesperson for Visions Medical Equipment, a distrib- utor of high-end CAT scan, MRI, ultrasound, x-ray, and mam- mography equipment. Lately, business has not been good and you have lost a number of customers to your largest competitor. Your boss has been on you about it and the declining sales have dramatically affected your commission checks. You have cur- tailed your spending, but your finances are starting to get really tight. You are barely able to make the minimum payments on your credit card bills and you are afraid that if your commission checks don't start to rebound, you won't be able to make your car and house payments. You don't understand the loss of busi- ness; you are very good at your job and are selling the top-rated products in the industry. Lately, you have begun to suspect that your competitor's salesperson is giving kickbacks to the hospital buyers. Recently, a buyer for your largest customer hinted that he could help you secure a large order if there were "something in it" for him. If you land the order you will earn a very large commission. You have never done anything like this before, but you do have an expense account where you could bury the payoff and there would be little risk of getting caught. You are afraid that if you don't do it, your company will lose the sale and you will lose the commission. Questions 1. What are your options? What are the advantages and disad- vantages of cach option for you and your employer? 2. What risks do you face if you give the kickback? 3. What risks do you face if you speak up? 4. What is the risk of doing nothing? 5. What would you do in this situation?
Ethical Dilemma: Declining Sales You are a salesperson for Visions Medical Equipment, a distrib- utor of high-end CAT scan, MRI, ultrasound, x-ray, and mam- mography equipment. Lately, business has not been good and you have lost a number of customers to your largest competitor. Your boss has been on you about it and the declining sales have dramatically affected your commission checks. You have cur- tailed your spending, but your finances are starting to get really tight. You are barely able to make the minimum payments on your credit card bills and you are afraid that if your commission checks don't start to rebound, you won't be able to make your car and house payments. You don't understand the loss of busi- ness; you are very good at your job and are selling the top-rated products in the industry. Lately, you have begun to suspect that your competitor's salesperson is giving kickbacks to the hospital buyers. Recently, a buyer for your largest customer hinted that he could help you secure a large order if there were "something in it" for him. If you land the order you will earn a very large commission. You have never done anything like this before, but you do have an expense account where you could bury the payoff and there would be little risk of getting caught. You are afraid that if you don't do it, your company will lose the sale and you will lose the commission. Questions 1. What are your options? What are the advantages and disad- vantages of cach option for you and your employer? 2. What risks do you face if you give the kickback? 3. What risks do you face if you speak up? 4. What is the risk of doing nothing? 5. What would you do in this situation?
Ciccarelli: Psychology_5 (5th Edition)
5th Edition
ISBN:9780134477961
Author:Saundra K. Ciccarelli, J. Noland White
Publisher:Saundra K. Ciccarelli, J. Noland White
Chapter1: The Science Of Psychology
Section: Chapter Questions
Problem 1TY
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Transcribed Image Text:Ethical Dilemma: Declining Sales
You are a salesperson for Visions Medical Equipment, a distrib-
utor of high-end CAT scan, MRI, ultrasound, x-ray, and mam-
mography equipment. Lately, business has not been good and
you have lost a number of customers to your largest competitor.
Your boss has been on you about it and the declining sales have
dramatically affected your commission checks. You have cur-
tailed your spending, but your finances are starting to get really
tight. You are barely able to make the minimum payments on
your credit card bills and you are afraid that if your commission
checks don't start to rebound, you won't be able to make your
car and house payments. You don't understand the loss of busi-
ness; you are very good at your job and are selling the top-rated
products in the industry. Lately, you have begun to suspect that
your competitor's salesperson is giving kickbacks to the hospital
buyers. Recently, a buyer for your largest customer hinted that
he could help you secure a large order if there were "something
in it" for him. If you land the order you will earn a very large
commission. You have never done anything like this before, but
you do have an expense account where you could bury the payoff
and there would be little risk of getting caught. You are afraid
that if you don't do it, your company will lose the sale and you
will lose the commission.
Questions
1. What are your options? What are the advantages and disad-
vantages of each option for you and your employer?
2. What risks do you face if you give the kickback?
3. What risks do you face if you speak up?
4. What is the risk of doing nothing?
5. What would you do in this situation?
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