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Sales - Ethical Dilemma

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You recently received a promotion to district sales manager. You are eager to show your leadership ability and ready to implement a strategy to make your company successful. Your boss has come to you to explain a new selling strategy that he would like to see you implement. It involves having your salespeople be a little more aggressive with their customers. Essentially, he would like them to oversell their customers.

For instance, a salesperson should attempt to convince a customer that he needs an $8000 copier, even if a $4000 copier would satisfy his needs. Your boss explains that customers will still be receiving what they need. Albeit perhaps a little more, and the company will reap greater profits, resulting in larger bonuses for your. What would your do and why? What are the advantages and disadvantages of such a strategy? Is this good for long-term growth?

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RESPONSE:

1. What would you do and why? What are the advantages and disadvantages of such a strategy? Is this good for long-term growth?

Overselling to a customer might work short-term, but once the customer gets home and has time to think about the pressure of this type of ...

Solution Summary

The solution discusses a sales ethical dilemma.

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