Winston Liu, Bookman
A new sales representative for an educational book and software company is confronted by a request from a prospect for a deal. The request goes against company norms, but not against any firm corporate policy. He is caught on the horns of a dilemma which is heightened by the fact that he has not sold a lot recently and needs the commission to survive. This short case can be used to deal with ethical and other issues faced by salespeople.
Canada, Large, 1998
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