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An Ethical Dilemma om Linker has sold office furniture for the past 10 years. The second year he was with the company, he won a
An Ethical Dilemma om Linker has sold office furniture for the past 10 years. The second year he was with the company, he won a district contest; he placed eighth in GENXIPHIOKNOW OLIG PRIMOOID the national contest during his third year. The past seven years have been very disappointing. Tom has had some success at getting his current clients to upgrade and make repeat purchases. His downfall has been his Inabil- ity to locate new business. Linker's boss, Larry Davis, started a new prospecting program in which each salesperson had to contact five new leads per month and discuss them at their monthly sales meetings. After several months, Linker still seems to be having problems generating new business from the leads that he has been turning in to his boss. After six months of no new business, Davis decided to investigate to find out what Linker's problem might be. Davis had to make only three phone calls to determine that Linker had been turning in names that he had never called on! What should Davis do
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