Quiz 16: Managing Within Your Company


Ethics play a major role in making business decisions that includes selling products legally and ethically, and also imparting knowledge and skills to the salespeople in a proper manner and at appropriate time. Mr. Y strived for four months and was almost out of money before he landed up to a job. Today his boss asked him to do something that he finds unethical, and the boss assures him that this type of action is quite normal in this firm and in this industry. But still, Mr. Y is not sure of the task he is expected to undertake following the work culture of this firm being new to this company. In this situation, Mr. Y should politely refuse to that job that he finds unethical and not sure of performing. This is because no matter how much new he is to this firm, but if he finds that undertaking the task that the boss has asked is not fair, good or ethical, then he should simply deny to undertake it and mention the reason to the boss. He should simply make the boss understand that he does not want to do anything that is unethical and inappropriate in any form no matter whether doing this type of work is the culture of this firm.

Salespeople make use of various kinds of sales materials that are used by them to show the prospects the product type, its origin, functions, and benefits. Mr. DB narrated a fine example of how selling firms degrade their reputation on their own in front of a prospect. In this, he said that a firm introduces itself as a content and graphics provider, and the details that he sent was full of sentence and grammatical errors. The problem in this case was that the firm is selling the customers a service wherein it would be providing creation of content, graphical presentation, and compelling messages for the customer's products and services. But the sales material that was sent to the prospect through email from the selling firm's side was full of spelling mistakes, lack of grammar, and lacked appropriate flow. Before sending the sales material to the prospect, the sales rep should have gone through the content and corrected the mistakes so as to prevent negative impression over the prospect. Designing and creation of a sales material used by the sales team in selling the firm's products and services is a coordinated effort and has to be accomplished with the support from all the departments. This is because in this material, the firm exposes the customers about the insights of the firm, the products and services it offers, the number and kind of departments it holds etc. and this could be complied with a coordinated effort of all the departments. If Mr. Y is in a company that possesses poor support material, then in this case Mr. Y should talk to the senior management and try to rectify and correct the inappropriate selling materials and make them attracted to the customers by creating content that is without any error or mistakes.

Ethics play a major role in making business decisions that includes selling products legally and ethically, and also imparting knowledge and skills to the salespeople properly and at appropriate time. Mr. Y's company pays straight commission to the salespeople based on gross margins. Mr. Y possess some ability to influence price of the products that he sells to the customers and thereby he influences the gross margin of the products affecting the commission received by him. The product he sells is standard and changes are not made to it when it is sold. In this situation, Mr. Y should charge customers that much that constitutes the fair price for that product. The price should be such that is a mix of cost price of the product plus the profit percentage of the firm. This price should not be changed depending upon the customer type, but it could be changed with the number of units bought by the customer. If a particular customer buys large number of units of the product, then discounted price should be given to that customer. This way Mr. Y should not change the price of the product for every customer and should charge similar to them depending upon the units they buy.