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DQ 1 - You recently received a promotion to district sales manager. You are eager to show your leadership ability and ready to implement a strategy to make your company successful. Your boss has come to you to explain a new selling strategy that he would like to see you implement. It involves having your salespeople be a little more aggressive with their customers. Essentially, he would like them to oversell their customers.

DQ 2 - Read the Shield Financial: Overheard Trade Secrets on page 276 in the text. Discuss the questions at the end of the case:

a) What are the ethical issues involved in this case?

b) What are the possible actions Bloom could take?

c) What are the possible reactions from the customers to Rowland's information?

d) What is an ideal course of action given all of the issues involved?

Marketing Management, Management Studies

  • Category:- Marketing Management
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