Objective of this Discussion: To consider several Ethical sales dilemmas, examine and discuss which of the presented options both you and your peers determine would be the right thing to do.
The Ethical Dilemma - How to do the right thing and get the sale
Part A: Consider Pauline’s Dilemma and let’s discuss...
Pauline recently started selling office copiers. She is a single mother supporting a chronically sick child and receives little financial support from her ex-husband, so she depends on her sales commissions to help pay the bills. Her most promising prospect is a large company with 10,000 employees and regional offices scattered throughout the Midwest. The company wants to replace its worn-out copiers with brand-new ones, and is accepting bids from Pauline and three of her competitors.
On one sales call to the company's purchasing manager, the manager offers Pauline the order in exchange for five percent of her commission on the $200,000 sale. Pauline stands to collect a 10 percent commission, or $20,000. Pauline knows the kickback to the manager is illegal but doesn't want to lose the sale. What's worse, her research reveals that his company's founder, a deeply religious man, required all workers to sign a code of ethics as a condition of employment. What should Pauline do?
a. Tell the purchasing manager she didn't hear his offer and continue her sales call as planned?
b. Get flustered and confused, and not know how to respond?
c. Consult a fellow salesperson at a different company for advice?
d. Meet with her own manager for direction?
