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