Salespeople often feel strong pressure to succeed because sales results are linked to organizational rewards and advancement. For example, upon attainment of the annual quota, a sales representative may receive a $5,000 bonus. Being close to this goal could influence year-end selling tactics. In normal selling situations, temptations occur that arguably may hurt the customer, but would benefit the salesperson.
Is it appropriate for a sales incentive program to incent salespeople to oversell a customer for the purposes of “making quota?” Is this practice acceptable if the sales representative believes overstocking the customer will not create a long-term problem for the buying organization? Is it acceptable for salespeople to use white lies or misrepresent the seller to increase the probability of a sale if they believe misrepresentation will not hurt the potential buyer?
Your initial/main post should be posted by Thursday. You should include at least two substantive posts to classmates by Sunday.
Respond to two or more of your classmate’s postings in any of the following ways:
- Build on something your classmate said.
- Explain why and how you see things differently.
- Ask a probing or clarifying question.
- Share an insight from having read your classmate’s posting.
- Offer and support an opinion.
- Expand on your classmate’s posting.
Refer to the discussion grading rubric for more information on expectations of class discussions.
IMPORTANT NOTE: This price is including the two student replies that I will provide as soon as they become available!
