After graduation, you obtain a job as a sales representative with a large advertising agency that negotiates media campaigns for corporate clients.
Case study #3 – Advice – page 175 of the textbook
After graduation, you obtain a job as a sales representative with a large advertising agency that negotiates media campaigns for corporate clients. Sales representatives travel to assigned markets and negotiate advertising opportunities with television sales managers. Sales representatives have specific media client guidelines specifying the television stations and programs from which commercial time may be purchased, along with a budget ceiling.
Sales representatives are assigned partners who provide moral support. Your region is Arizona, Nevada, and Utah. Claire, who has been the sales representative for California for about a year, is your partner. The two of you contact each other once a week for updates.
On a Monday evening, a distraught Claire calls you for advice. Earlier in the day, she met with KXYZ-TV’s new sales manager to negotiate media placement advertisements for Cadillac and Best Buy. The total market media dollar allocation for these two companies in the San Francisco market is $7 million dollars. KXYZ-TV historically has received 20 percent of the business.
Claire informs you that while meeting with KXYZ-TV’s new sales manager in his office, he made unwanted sexual advances toward her. Claire was shocked by his behavior, quickly ended the discussion, and left the building with a promise to return the next day to finish the sale.
“It was a really scuzzy experience,” Claire tells you. “I know our clients want to advertise on KXYZ-TV, but I don’t feel comfortable dealing with that guy.” You note that if she delayed the visit for a week, you could join her and do the sales call together. Claire rejects your offer and insists on handling this herself. Nonetheless, she seeks your advice on what to do next.
Critical Thinking Questions
1. What would you recommend?
2. Return, close the deal, and say nothing about the sexual harassment
3. Return, close the deal, and report the sexual harassment incident to her supervisor
4. Don’t return and report the sexual harassment incident to her supervisor
5. Something else (if so, what?)
6. Why is this the right option to choose?
7. What are the ethics underlying your decision?”
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