GROUP A:Amy Gandhi,

Jazimar Bailey, Stephen MillerRobert Sopko

You’re a salesperson Company’s sales forecasting predicts

you and others will be under their sales quota.

V.P. notices situation and is offering a 20% discount on new orders but delivery must take place during this quarter so accounting can book it.

You decide to use the customer management system to gain sales from top customers

You: offer the woman the discount Woman says she doesn’t think they can

sell that much You: tell her she can return whatever is

unsold (this way you make commission and reach quota)

Woman says she wants to stipulate the return option on the order

You: know you cant do that because then it won’t count so you tell her you’ll email it to her.

Woman agrees and increases her order

You: offer products at full price and offer 20% credit the next quarter( this way you book full price now)

Even after these additional orders, your still under quota

You make up a fictitious company owned by your brother in- law and have a $40,000 order and have it delivered to his garage and he’ll return it next quarter.

The company’s MRP II system is scheduling production.

You and others created an increase in demand so the company increases production and workers so more raw materials are needed.

It is not ethical to write an e-mail agreeing to take the product back because that salesperson does not have the authority to make decisions about taking back inventory that is not sold. Also the salesperson goes out of the to not put the stipulation on the purchases order because accounting will not allow it.  If finds out about this later he or she will probably be very angry with the sales person.

~Jazimar

How do these activates impact the next quarters inventories?

With both, you are not really helping to increase the quota of your company

- I wouldn’t just call the top people, maybe some from the lower end

   - discount is offered now, not next time

  - tell them to keep the product for later

~Robert

My opinion in this matter is that in order to secure the companies quota and raise it, I will buy all the material and inventories which in my own experience as a sale manager would help increase the production and help to rise up the quota

If I was that manager, I would be proactive in reaching a higher goal than being reactive in this situation

~Stephen