Chat with us, powered by LiveChat 75 words for each question in the end. no references. - Writeedu

75 words for each question in the end. no references.

 

 75 words for each question in the end. no references. only based on case study

Aggressive Sales Quotas or Unfair Business Practice?

“In the advertising industry, money is the bottom line-regardless,” said Peter Allen, a customer service representative for a large-scale online directory. It was 1999 and the online business was booming. Everyone in the city wanted to get in on the Internet revolution, but many didn’t really understand what that even involved.

Peter was new to the industry. He was given his territory, the city of San Francisco, and told to sell as much advertising as possible-at any cost-both to the company’s existing clients and to new customers. For his first few months on the job, Peter focused on getting to know the existing customers and evaluating their current advertising packages with the company. Peter was surprised to find that many of his customers were small business owners-auto-body shops and family-owned restaurants that already had large advertising packages way beyond their needs. His boss, the director of customer service, had already set Peter’s quota at a level that presumed that many more sales were possible. Yet, in Peter’s judgment, the market was saturated.

“These small shops thought that the Internet was the next best thing,” said Peter. “They didn’t even understand what the Internet actually was.”

Peter couldn’t fathom how these small businesses got persuaded into spending so much money on advertising. “The businesses you would least think to look up online were the businesses with the most expensive advertising packages,” said Peter.

Peter was getting daily phone calls from the home office, pressuring him to meet his numbers and sell the most in his territory. Peter complained to the sales manager, who said that Peter had to be honest. “It was my obligation to set things straight,” said Peter.

With the support of his manager, Peter told the top executives of the company that the sales team in San Francisco needed to have some leeway in meeting the quota. Unlike other sales territories, San Francisco, as the hub of the high-tech world, was cluttered with competition and, with companies cropping up everywhere in Silicon Valley, Peter and his team didn’t have the luxury to selectively pursue businesses. Instead, they had to go after any and every business possible because other online directories were quickly entering the San Francisco market. The executives feared that changing the quota for San Francisco would lead to other territories vying for lower quotas as well. But Peter’s case proved strong enough: The executives decided to “look the other way” for the San Francisco territory.

Peter went to each business and gave them an honest evaluation of their advertising needs-often recommending they downgrade their packages with the company.

“We moved them into more appropriate packages and became number one in customer retention,” said Peter. “We lost money in the short term, but in the long term we made money through referrals and retention.”

Discussion Questions:

  • Describe, specifically, the ethical dilemma that Peter faced.
  • What are virtues Peter needed to act as he did? What do you think motivated him?
  • What were the risks Peter faced in making this decision?
  • What factors do you think assist people in making moral decisions in the face of a great deal of pressure?

Jessica Silliman was a 2006-07 Hackworth Fellow at The Markkula Center for Applied Ethics.

June 2007

Jun 1, 2007

Our website has a team of professional writers who can help you write any of your homework. They will write your papers from scratch. We also have a team of editors just to make sure all papers are of HIGH QUALITY & PLAGIARISM FREE. To make an Order you only need to click Ask A Question and we will direct you to our Order Page at WriteEdu. Then fill Our Order Form with all your assignment instructions. Select your deadline and pay for your paper. You will get it few hours before your set deadline.

Fill in all the assignment paper details that are required in the order form with the standard information being the page count, deadline, academic level and type of paper. It is advisable to have this information at hand so that you can quickly fill in the necessary information needed in the form for the essay writer to be immediately assigned to your writing project. Make payment for the custom essay order to enable us to assign a suitable writer to your order. Payments are made through Paypal on a secured billing page. Finally, sit back and relax.

Do you need an answer to this or any other questions?

Do you need help with this question?

Get assignment help from WriteEdu.com Paper Writing Website and forget about your problems.

WriteEdu provides custom & cheap essay writing 100% original, plagiarism free essays, assignments & dissertations.

With an exceptional team of professional academic experts in a wide range of subjects, we can guarantee you an unrivaled quality of custom-written papers.

Chat with us today! We are always waiting to answer all your questions.

Click here to Place your Order Now