Selling 9th Edition by Stephen Castleberry,John Tanner

Exercise 1

For each of the following situations, evaluate the salesperson's action and indicate what you think the appropriate action would be.
a. In an electronics store, salespeople are offered an extra $50 for each sale of HDTV models that are being closed out. The manufacturer is offering the spiff, and management is fully aware of it. Salespeople are encouraged to not mention either the spiff or that these are close-out models.