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INITIAL DISCUSSION AT LEAST 300 WORDS…CITE ANY REFERENCES…SEPARSTE ALL DISCSSIONS AND RESPONSED
You sell corporate financial products, such as pension plans and group health insurance. You are
currently negotiating with Paul Scott, treasurer of a Fortune 500 firm, for a sale that could be in the
millions of dollars. You feel you are in a strong position to make the sale, but two competitors are also
negotiating with Scott, and it could go either way. You have become friendly with Scott, and over lunch
one day he confided in you that he has recently been under treatment for manic depression. It so
happens that in your office there is a staff psychologist who does employee counseling. The thought has
occurred to you that such a trained professional might be able to coach you on how to act with and relate
to a personality such as Scott’s, so as to persuade and influence him most effectively. Would you consult
a. Would consult
b. Would not consult
CLASSATE POST 1:
I would not consult the psychologist. Scott confided in “me” as a friend in regards to his mental state. I believe it would be very unethical and almost border line illegal to exploit what he confided in me to gain his business. Now, if I were to consult the psychologist, to assist him in his difficult journey and not to make a sale then yes. Scott, a potential client, confided in me and to take his information to gain his business would be ethically and morally wrong.
CLASSMATE POST 2:
Decision – Would Consult
I will start off by saying I would only ask and learn more about people who have manic depression. I would not bring up or discuss anything specific about Scott.
As a salesman, you do not have the option of picking and choosing your clients. So you have to be able to talk and relate to all kinds of people and personalities. If I were a salesman I would do as much research as I could about how people think to help me communicate with them.
As the dilemma stats, there are other competitor companies also negotiating with Scott; as a salesman you have to find a way to close the deal with him. By doing your homework on all personalities, not just people with depression, you will be a better salesman.