- The Capsim Gave Them That Situation And They Choose Option C Why Did They Choose C What Made Them Choose C 1 (136.83 KiB) Viewed 40 times
Why did they choose c. What made them choose C?
Ethics Plug-In Ethics Walkthrough Vignettes Debrief Vignette: Face Up To It Debrief Vignette: Face Up To It Review Vignette You are the vice president of sales. You have built up a vibrant sales team that has successfully pursued leads to generate new customers and build additional sales from the existing book of business. Your company's reputation is increasing as a quality-oriented, reliable producer of sensors, another factor which has attracted new customers. Despite your company's success, there is one potential customer your team has not been able to approach a leading medical instruments manufacturer. No one from your company can even get an appointment there, until one day you hire a relatively inexperienced sales rep who knows a "friend of a friend." Course Voting Recap Choice Course Your Team Votes Consensus A Action: Do nothing Rationale: You procrastinate, uncomfortable with the pieces of information you have gleaned. The contract remains unsigned while you investigate and the deal falls through. Morale in your sales team suffers because they feel their lead- generation efforts have been ignored. The CEO learns about your sales rep's conflict of interest and is not pleased. He calls a series of meetings to establish a more stringent policy on online lead-generation and business dealings with family members. Administration costs go up because management must delay other projects to focus on the training. B 5 Action: Decline to sign the contract, terminate the sales rep, and institute departmental training sessions, which underscores your company's code of conduct. Rationale: Your company forfeits the sale and must redouble its efforts on lead generation. However, morale in the sales team falls because they do not understand why the sales rep was fired suddenly when she seemed to be getting off to such a strong start. The rigorous training program on the company's code of conduct takes time they'd prefer to spend selling, plus it stimulates gossip and conjecture over why the sales rep was terminated. C Action: Notify senior management of the tainted contract and let the General Counsel attempt to renegotiate it, despite the potential loss of wide margins built into the initial contract. Terminate the sales rep. Institute departmental training 26 sessions, which underscores your company's code of conduct. Rationale: Senior management is not pleased about the sales rep's behavior but welcomes the opportunity to renegotiate with the medical instruments company. The renegotiated contract is largely the same as the first one, but with lower margins. Still, sales increase. Morale increases among the sales team in response to their bosses' display of leadership. The entire sales staff willingly attends training sessions to review your corporation's code of conduct. D Action: Sign the contract without notifying senior management of the tainted circumstances. Say nothing to the sales rep. Ban all sales reps from using social media for online lead generation, and institute departmental training sessions, which 3 underscores the company's code of conduct. Rationale: Sales initially spike, but your sales reps feel cheated without the ability to continue using social media to find leads. Some employees quit, as they do not like the department's new policy or training requirements and morale dips for those who remain. Eventually, the purchasing agent at the medical instruments company leaves and his replacement seeks to nullify the contract since he believes it was not negotiated to the best advantage for his company. The familial link between the purchasing agent and the sales rep is discovered, which prompts your senior management to terminate your VP of Sales and the sales rep. Some of your company's best customers do not renew their contracts. The SEC investigates your company's failure to report a related-party transaction in its annual report. Your company incurs legal fees to deal with the SEC and the contract nullification. Sales decline for several years.