ILLINOIS OFFICE MACHINES, INC.

CASE STUDY 2.2

GROUP MEMBERS USMAN ALI ASFAND YAR KHAN

SUMMARY
The situations given in this case study: You are a sales person and you are in a situation in which you are going to sell your product to a person who had already gone through other companys profile. Second thing is that you have come to know that the competitor had done some illegal practices against your companys product and misrepresentation of his own companys products performance. How we are supposed to handle this situation?

Question: Is an ethical conflict occurring here? Why and Why not?

Yes! There is ethical conflict occurring because Misrepresentation by competitor. Fake efficiency of the product without any documentation. (20% extra life efficiency) (Mentioning wrong operating costs). Discrimination of legal responsibility.

Question: Would you try to reverse your prospects decision? Why or Why not?
Obviously I would try to change the prospects decision because: My job duty (attainment of the customer). To defend my company from fake obligations by the competitors. Keeping in mind (Mission & Values the company) It is my legal right to attain the customer on the real fact and figures.

Moreover.
Any organization can sue the competitors sales person on creating fake facts of other companies and presenting it in front of the customers.

THANKYOU
QUESTION AND ANSWER