SELL Study Set 6

Business

Quiz 2 :

Building the Trust and Sales Ethics

Quiz 2 :

Building the Trust and Sales Ethics

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KELLY MEYERS' DILEMMA BACKGROUND Kelly Myers has spent the past three months trying to gather all the information she needs to submit a bid on an order that is very important to her company. Bids are due tomorrow and the decision will be made within a week. She has made a great impression on the purchasing agent, Janet Williams, and she has just ended a conversation with her sales manager who believes Kelly needs to make one more call on Williams to see if she can find out any additional information that might help her prepare the bid. Kelly's boss specifically wants to know who the other bidders are. CURRENT SITUATION Later that day, Kelly visited with Janet Williams. During the course of the conversation with Williams, Kelly asked who the other bidders were. Williams beat around the bush for a while, but she did not reveal the other bidders. She did mention the other bids were in and pulled the folder out of the filing cabinet where they were kept. Janet opened the file and looked over the bids in front of Kelly. There was a knock on the door and Janet's boss asked if he could see her for a minute and she walked down the hall with her boss. Kelly realized all the bids were left out in front of her. There was a summary sheet of all of the bids on top and she could easily see all the bids. When Williams returned she returned the folder to the file and the two made some small talk and ended their conversation. Kelly returned to her office and completed her bid and turned it in to Janet Williams the next morning. Kelly knew her bid would be the lowest by $500.00. One week later Kelly learned she won the bid. What are the ethical issues involved in this situation?
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KM has been spending a potential amount of time on acquiring the information for the preparation of the bid, which is very vital for her company. In due course, she built in relationship with JW. Bids are subject to submission the next day and results would be announced within a period of one week. In discussion with the sales manager, KM was advised to make a call before the final preparation of the bid with the objective of obtaining the additional information. KM was also instructed by her boss, to gather information of the other bidders.
JW has opened the list of the bidders from a folder in the presence of KM. At the same moment with a door knock, her boss has called up for a minute. She left the folder open and been to her boss where, KM was able to see all the bid summaries. JW returned after a moment and did complete her conversation with a short talk. KM prepared her final bid for the value less than $500 lowest bid of the list and submitted it to JW, the next day. A week later, she won the bid.
The ethical issues involved in the situation are as follows:
• JW, being in a responsible position as a purchasing agent should be cautious in protecting the confidential and vital information from others irrespective of the intensity of the relationship between them
• Honesty and Ethics are the most essential factors for the sustainability of any business model. KM acted unethically by seeing into other bids quotes without the consent of JW accounts to an offense
• In spite of her efforts from the past three months, KM has prepared the final bid with the assistance of the information that was unethically gathered from JW's office in the absence of her presence
In addition to the above, KM developing relationship with the purchasing agent JW in order to acquire information about the bid through informal means is against the work etiquettes and ethical practices of an employee. Hence KM has taken advantage of the relationship with JW and has won the bid, which was an unfair practice.

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KELLY MEYERS' DILEMMA BACKGROUND Kelly Myers has spent the past three months trying to gather all the information she needs to submit a bid on an order that is very important to her company. Bids are due tomorrow and the decision will be made within a week. She has made a great impression on the purchasing agent, Janet Williams, and she has just ended a conversation with her sales manager who believes Kelly needs to make one more call on Williams to see if she can find out any additional information that might help her prepare the bid. Kelly's boss specifically wants to know who the other bidders are. CURRENT SITUATION Later that day, Kelly visited with Janet Williams. During the course of the conversation with Williams, Kelly asked who the other bidders were. Williams beat around the bush for a while, but she did not reveal the other bidders. She did mention the other bids were in and pulled the folder out of the filing cabinet where they were kept. Janet opened the file and looked over the bids in front of Kelly. There was a knock on the door and Janet's boss asked if he could see her for a minute and she walked down the hall with her boss. Kelly realized all the bids were left out in front of her. There was a summary sheet of all of the bids on top and she could easily see all the bids. When Williams returned she returned the folder to the file and the two made some small talk and ended their conversation. Kelly returned to her office and completed her bid and turned it in to Janet Williams the next morning. Kelly knew her bid would be the lowest by $500.00. One week later Kelly learned she won the bid. If you were Kelly Myers, do you think Janet Williams intended for you to see the competitive bids? What would you have done, given this situation? Why?
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KM has been spending a potential amount of time on acquiring the information for the preparation of the bid, which is very vital for her company. In due course, she built in relationship with JW. Bids are subject to submission the next day and results would be announced within a period of one week. In discussion with the sales manager, KM was advised to make a call before the final preparation of the bid with the objective of obtaining the additional information. KM was also instructed by her boss, to gather information of the other bidders.
JW has opened the list of the bidders from a folder in the presence of KM. At the same moment with a door knock, her boss has called up for a minute. She left the folder open and been to her boss where, KM was able to see all the bid summaries. JW returned after a moment and did her conversation with a short talk. KM prepared her final bid for the value less than $500 lowest bid of the list and submitted it to JW, the next day. A week later, she won the bid.
If one were KM, one would not have thought that JW has intentionally left the confidential information visible and would have rather considered it as a mere urgency as she was called by her boss to see him for a minute. One would have also felt responsible for the trust, she has on me for leaving such vital information in regards to the bondage developed between both of us over a period of the past three months.
Given this situation, one would have adhered to the professional ethics and act responsibly to keep up the trust of JW by not peeping into the confidential information. Since, it is against the fair business practices. One would have excused themselves from that place and return after she has turned back to her workplace. It doesn't only develop the relationship between both, but also helps in taking the level of trust to a step forward for future business transactions.

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