Post on 07-Apr-2018
8/6/2019 Billie Daniels (1)
http://slidepdf.com/reader/full/billie-daniels-1 1/8
SALES AND DISTRIBUTION
MANAGEMENT
Group B12 Amrita Nadkarni Abha bhuskute Vijaya SuryavanshiNarsi Reddy Rahul Kumar
8/6/2019 Billie Daniels (1)
http://slidepdf.com/reader/full/billie-daniels-1 2/8
y District Sales Representative for Consumer Food Wholesalers Inc
y Strong believer in profit incentive and free enterprisey Mailed one-fifth of his own commission to selected
head storemen for maintaining CFW lines
y Declared Representative of the Year, two years after
starting the above schemey Honest and candid in his beliefs
About Billie Daniels
8/6/2019 Billie Daniels (1)
http://slidepdf.com/reader/full/billie-daniels-1 3/8
y Fred Harper, national Sales Manager for CFW, receivedcomplaints about head storemen being paid off by Billie
y Billie when asked, was candid in his admission
y
Fred didnt know about the scheme as he didnt go forfield visit in Billies area
Context
8/6/2019 Billie Daniels (1)
http://slidepdf.com/reader/full/billie-daniels-1 4/8
y Is it ethical to give gifts to storemen for expeditingsales?
y What should be the future course of action?
Issues
8/6/2019 Billie Daniels (1)
http://slidepdf.com/reader/full/billie-daniels-1 5/8
Sales representative giving gifts
ethical or unethical?Policy Applicability in CFW Billie Daniels stance
Not giving gifts tostoremen/others
Assumed to be applicable Violated
Declaring the measurestaken to expedite sales
Assumed to be applicable Not violated
Pilferage of company money for gifts, isdeclared unethical
Assumed to be applicable Not violated
Fulfill commitmentstowards the company Applicable Not violated
Cooperate withmanagement for the
betterment of thecompany
Applicable Not violated
8/6/2019 Billie Daniels (1)
http://slidepdf.com/reader/full/billie-daniels-1 6/8
Evaluation of Present Status
Objectives Status
Long term sustainability of the present
situation of continuing to give giftsNot sustainable
Should it be publicized No
Impact on the other salesrepresentatives
They will be motivated to take the samepath
Impact on storemen All of them would want the extra
incentive to push sales
8/6/2019 Billie Daniels (1)
http://slidepdf.com/reader/full/billie-daniels-1 7/8
y Not to expel Billie as he was not only honestthroughout, but also had the best interest of thecompany in mind
y Revoke the scheme immediately
y
Elaborate on the company creed regardinggiving/accepting gifts and issue strict guidelinesagainst violation of the same
Course of Action
8/6/2019 Billie Daniels (1)
http://slidepdf.com/reader/full/billie-daniels-1 8/8
Thank You