Full Question:
A sales agent made her quota of $1 million in sales for the year. It is now December, and a $300K sale is coming up. The sales agent prolongs the sale and has it conclude in January. What type of behavior is she exhibiting
A. large unethical behavior
B. typical sales compensation structure behavior
C. sales behaviors in the interest of the client
Answer:
The correct choice is A) Large unethical behavior
Explanation:
When a staff behaves in a way that is in their self-interest, they are most likely engaging in unethical behavior.
The staff in the case above probably feels that by deferring the sales to the next financial year, she'd have more advantage with regards to meeting next years sales target. The question is, what information did she pass across that made the client accept to delay the purchase?
If she has met her own target, it doesn't mean that other sales personnel did. Therefore, her actions may be hurting the company if the company as a whole is yet to meet the required sales target for it to break even or make a decent profit.
Thus this type of behavior is unacceptable and unethical.
Cheers!
