Kelly Toms sells corporate sponsorship packages for the Belleville Blasters, a minor league hockey team in Ontario. The packages include advertising in-game programs throughout the season, signage in the arena, and a block of season tickets. The packages range in price from $5,000 to $10,000, depending on the size of the ads and signs and how many season tickets are included. Kelly's sales manager is pushing the salesforce to sell as many $10,000 packages as possible. Kelly tries to match the sponsorship package to the budget and needs of each potential customer rather than pushing the $10,000 packages. Her sales manager is not happy and told Kelly, "You need to get with the program and max your sales of the $10,000 packages. This is a good deal for sponsors. What's the matterdon't you believe in your product?" What should Kelly do?

1. Be a loyal employee and follow her manager's directive.
2. Try to convince her manager that a customer-oriented approach will be best over the long run.
3. Tell her manager that she will try to sell more $10,000 packages, but continue her current sales approach. (Ingram et al.,2020,Chapter 1)

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