Use the five-step decision-making process discussed in Chapter 1 to analyze every one of the following situations and recommend a course of action.

1. You are a new salesperson at a large software manufacturing firm. It is three weeks from the end of the sales quarter and you and your sales manager are sitting prettyyou have both already met your sales quota for the quarter. In addition, you just closed another deal with a new customer for $100,000 of software and customer service. This order would put you way over your sales quota for the current quarter. Your manager suggests that you hold this new order so it gets recorded against next quarter. She explains that because sales during the next three months tend to slow down, salespeople frequently miss their quotas and associated sales bonuses for that quarter. Holding this large order to next quarter would help you get an excellent start and almost guarantee that you meet your quota. What would you do?
2. You work part-time evenings and weekends as a real estate salesperson. You also work full-time for an IT consulting group. When ordering business cards for your real estate business, you decided to include your full-time work email address. As a result, you frequently find yourself receiving and sending emails related to your real estate work from your computer at your IT consulting job. You try to limit this activity to your lunch hour, but there are often urgent messages that require an immediate reply. Lately the number of such emails is increasing. Sometimes you worry what would happen if your manager found out about this activity, but cutting off the flow of emails from your clients could have a serious impact on your ability to serve them and earn commissions. What should you do?

3. Your old roommate from college was recently let go from his firm during a wave of employee terminations to reduce costs. You two have kept in touch over the six years since school, and he has asked you to help him get a position in the IT organization where you work. You offered to review his resume, make sure that it gets to the right person, and even put in a good word for him. However, as you read the resume, it is obvious that your friend has greatly exaggerated his accomplishments at his former place of work and even added some IT-related certifications you are sure he never earned. What would you do?