Q. Greg Johns, sales director for International Widget industries (IWI) has a problem. He was just told that his top salesperson, Bob Pollock, was stealing from the company. Pollock had been inflating expense reports and exaggerating his sales (by double-booking sales orders). He therefore got higher expense reimbursements and commissions than he deserved. The accounting department had proof that Pollack was stealing. IWI’s CEO has told Johns to either rectify the situation or lose his own job. Johns is in a quandary about illustrate what to do. He doesn’t want to lose his best salesperson and he thinks perhaps there might be extenuating circumstances - such as family pressures - that explain Pollack’s behaviour.

1. Illustrate what should Greg Johns do?

2. Explain why should he do it?

3. Explain how should he handle it?