Ivey Publishing
Winston Liu, Bookman
Product Number:
9A99A015
Publication Date:
10/27/1999
Revised Date:
01/12/2010
Length:
4 pages
Product Type:
Case (Field)
Source:
Ivey
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.
Issues:
Disciplines:
Marketing
Industries:
Manufacturing
Setting:
Canada, Large, 1998
Intended Audience:
Undergraduate/MBA
Price:
$5.30 CAD / $5.00 USD Printed Copy
$4.50 CAD / $4.25 USD Permissions
You Might Also Like...

Save In: