Questions 1-3 Please! Sales Force Management Class. Ethics and Laws

1. "We always use a manufacturer's rep to open up a new territory; but once that territory is generating enough revenue to support our own company salesperson, we take it away from the manufacturer's rep-and put our own person in there." Is this an ethical policy? 2. "Let's face it. Our product is no different from that of 20 other competitors. It sells for the same price and for the same terms. We all give the same service. It really doesn't matter to the buyer which of us gets the order. So the only way we can get an edge is through our aggressive entertainment and gift program. We work hard at making our buyers happy with us. They enjoy doing business with us." Do you see any ethical problems involved here? 3. You have managed to hire a particularly qualified person to be your assistant sales manager in Los Angeles. The young man moves there with his wife, who yearns for a singing career. The new assistant sales manager is paid a salary that seemed attractive in his former Kansas City area. Economic and culture shock quickly take their toll as the couple learns the economic facts of life in LA. They find that the equivalent of their \$200,000 Kansas City home sells for \$900,000 in West Los Angeles. Moreover, the new assistant's job performance is most unsatisfactory. You are thinking of firing him. What are the ethical considerations involved in this situation