Scribd
Upload
37 views1 page

HRM 7

A sales manager must decide whether to fulfill an existing deal with a small retailer or pursue a new deal with a much larger nationwide retailer. The manager knows the company cannot meet the demands of both customers. Rather than mislead the small retailer, the manager should be honest about potential delays and give the retailer the option to cancel or modify the deal. Maintaining integrity is important for building company credibility.

Uploaded by

JAY MARK TANO
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as DOCX, PDF, TXT or read online on Scribd
37 views1 page

HRM 7

A sales manager must decide whether to fulfill an existing deal with a small retailer or pursue a new deal with a much larger nationwide retailer. The manager knows the company cannot meet the demands of both customers. Rather than mislead the small retailer, the manager should be honest about potential delays and give the retailer the option to cancel or modify the deal. Maintaining integrity is important for building company credibility.

Uploaded by

JAY MARK TANO
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as DOCX, PDF, TXT or read online on Scribd
You are on page 1/ 1

2.Consider a sales manager working for a small manufacturing firm.

As salesperson in the
field phones with a problem. Yesterday he committed to a deal to provide products to a retail
chain operating in three state with two dozen stores. Today, he can close a deal with a
nationwide retailer with over 100 stores, but he wonders whether his firm can supply enough
product to fulfill both customers’ demands. The sales manager knows the answer to this
question. There is no way the company can fulfill the deal signed yesterday and meet the
demands of the larger retailer. So the sales manager is considering whether to have the
salesperson mislead the smaller retailer while diverting deliveries to the larger retailer. What
should the sales manager do?
This scenario is quite difficult especially to the part of the sales manager because in this
issue, the manager should think of a way to not lose the opportunity to close deal with the
nationwide retailer. My stand on this case is based only on my personal thoughts and I am not
assuming that it’s correct. So, in my own opinion, the sales manager should not mislead the
smaller retailer, instead, he should make a call to them and tell them that there will be a big
chance that the products will not be delivered on time. If it is okay to them, then the deal will
resume and if it’s not okay with them, then they now have the freedom to choose whether to
cancel it or not. In the same way, the manager can also ask the larger retailer about some delays
in delivery because who knows? Maybe would consider it and then it will be a win-win situation
for you. Nevertheless, regardless of what decision the manager should take, he should never give
up the larger retailer. Not giving up to the larger retailer doesn’t mean that you can mislead the
other one. As a sales manager, you should maintain integrity at all times in order to build
credibility to the company.

You might also like