Fundamentals of Selling 13th Edition by Charles Futrell

Exercise 10

As district sales manager, you have been assigned to work with a problem salesperson with the agreement that "if you can't turn him around in 60 days, then you must terminate him." The action will depend solely on your recommendation. However, he must improve-quickly!
For the past six months, customers have been calling into the distribution center complaining about this person. His smaller accounts never see him. His larger customers complain that he frequently fouls up the order, even at times forgetting to call or e-mail orders into the office.
Now his 60 days are up. Although you cannot honestly document any change, you know positive change has taken place, and you need more time.
However, each time you work with him, you wonder why he was ever hired. Even though your personality and his clash, customers seem to get along with him; some even like him. Tomorrow you are scheduled to give your recommendation to the regional sales manager.
What would be the most ethical action to take
Tell your regional sales manager that although you cannot document any substantial change thus far, you know there has been some improvement. Recommend that he be put on probation for the next 60 days instead of being terminated at this point.