Fundamentals of Selling 13th Edition by Charles Futrell

Exercise 16

As you come to the end of your presentation, you realize one of your best customers-John Adams-may not buy. John and you have become friends over the last three years. Losing this sale will result in your missing out on a $500 bonus, forfeiting a chance to win a trip to Mexico, and failing to reach your sales quota for the year.
When you finish, John says, "We can't buy." You then explain your situation to John. He says, "Well, why don't you ship the merchandise to me. After the contest is over but before it's time to pay for it, I will ship it back to your company or you can transfer it in small quantities to several of your customers. That way you'll get credit for the sale." You know that your boss will not mind because if you reach your sales quota he will also look good and be rewarded.
What do you do In selecting your action, consider the discussion of ethical behavior in Chapter 2.
Talk to your boss about the situation and explain John's offer. Let your boss be the ultimate decision maker (taking responsibility instead of you), knowing that he will tell you to take the "sale" from John.