8. You are a new salesperson at a large software manufacturing firm. It is three

Question

8. You are a new salesperson at a large software manufacturing firm. It is three weeks from the end of the sales quarter and you and your sales manager are sitting pretty-you have both already met your sales quota for the quarter. In addition, you just closed another deal with a new customer for 100,000 of software and customer service. This order would put you way over your sales quota for the current quarter. Your manager suggests that you hold this new order so it gets recorded against next quarter. She explains that because sales during the next three months tend to slow down, salespeople frequently miss their quotas and associated sales bonuses for that quarter. Holding this large order to next quarter would help you get an excellent start and almost guarantee that you meet your quota. What would you do?

Explanation / Answer

Solution-8: Holding sales order in the current quarter, only to secure sales quotas and associated sales bonuses in the next quarter, is not ethically correct and tantamount to fraud. Fundamentally, business transactions should be recorded in the same period in which the transaction occurs. Therefore, salesperson should get the sales order recorded in the current quarter only.

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