A Salesperson's Sales Manager Exerts Strong Influence on Whether the Sales

Multiple Choice

A salesperson's sales manager exerts strong influence on whether the sales rep acts ethically or not. A sales manager may not even be aware of the influence she wields or the effect her words or management techniques have on her employees. Of the following actions by a sales manager,which one could most easily be construed by an employee as a directive to use unethical conduct?

A) offering an incentive or prize to salespeople who meet or exceed their quotas
B) sending an e-mail to the entire department whenever a sales rep closes a sale
C) telling sales teams that they need to hit their quotas no matter what it takes
D) modifying sales territories to ensure that key accounts are actively monitored
E) contacting key accounts to let them know the company stands behind its product