If I were Janet I would not accept the business deal offered by Sy Abell as it would be unethical and unprofessional behavior. Abell’s offer is conflicting with the ethical and moral standards, as it requires unethical behavior towards its key competitor, the owner of the jewelry store, Harry Godowski. Janet has already established good and reliable relationships with Mr. Godowski and the fact that he invests 100% of his marketing budget to The Daily News is a strong argument. Warner’s statement that “it is not smart business to undo a trusting relationship and bite the hand that will feed your company in future years” is perfectly applicable to this situation (Warner, Chapter 3, p. 2). By cheating and gouging Janet will jeopardize revenue of the company and there is no guarantee that Sy Abell and the company he represents will become The Daily News’ client in the long-term perspective. Janet, being a salesperson, should act ethically in order to increase her self-esteem, self-confidence, and self-image. This behavior will give positive results to both Janet and the company she works for.
In case if the deal is taken, it would be necessary to tell something to Harry Godowski. While it will be possible to say it when Mr. Godowski sees the Hess banners above his on the Daily News website, but I suggest that it would be helpful to apply the principles of Emotional Intelligence and ethics, and inform him before the Hess banners are placed on the website. It will be necessary to communicate a sense of caring for Mr. Godowski while informing him about the news. Also, it might be logical to offer him an alternative solution and explain the benefits of this solution. May be, there could be developed some exclusive offer to Mr. Godowski which will keep him satisfied with the Daily News.
If I do not take the deal offered by Sy Abell, I would need to give proper arguments to my sales manager.
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