Jordan Bell is a sales representative for a manufacturer of windshield wipers that calls on automotive supply shops and various retail outlets. In reviewing an invoice scheduled to be submitted to one of his newest customers, he noticed a pricing error. The price should have included a quantity discount. Jordan recalls mentioning the opportunity for earning quantity discounts to this customer when taking the customers first order several months ago, but recalls not much was made of it since at that time this customer had no intent to place a large order.

If Jordan were to obtain this higher price, he would realize a significantly larger commission on this order. Given that this customer was relatively new, there was some question as to whether the customer would even realize he was not receiving a quantity discount.

If you were Jordan, what would you do?

(A) Contact my billing department and have them correct the invoice prior to sending it. (B) Keep quiet, but if the customer questions the price, then inform the customer that billing made an error and that I will have them send out an invoice that includes the quantity discount. (C) Take my increased commission and treat myself to a nice dinner out since I deserve it; if the customer questions the price, tell the customer that quantity discounts only take effect after a customer has been buying from our company for at least nine months, so they will be eligible for a quantity discount very soon.

TASKS

1. Select one of the three options, that you believe is the best strategy for Jordan?
2. Explain, why you selected this option rather than the others? (200 word min.)
3. Support your decision with two citation/references