P. 232 An Ethical Dilemma -- You have been hired by a copier supply company to replace their sales manager. Although it is a small company, its salesforce has always performed well, allowing it to hold its own against much larger competitors. The former sales manager had a unique way of motivating his salesforce. Each year all salespeople were rank ordered, and the bottom three performers were fired, despite having performed very profitably for the company. Will you change this system? Why or why not?
Answer: I would change this system. I’m sure that it is an effective way to motivate the salesforce by firing the lowest performers. It is however unethical to do this. I feel that the lowest performers should still be given a chance. Mabye, a sliding commission pay scale could be a better way to motivate the salesforce. The lower performers would get paid less and would then have incentive to do better and competition would still exist but not with as much inner workforce conflict. A workforce that is constantly in fear of loosing their jobs, is sure to be on edge.
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