Martin,a sales representative for a computer firm,receives the latest performance report on the main product he sells. Unfortunately,Martin's product performs slightly behind that of the closest competitor,and Martin is afraid that this information will cause him to lose customers. The research and development team has made some major improvements in the product,but the next performance report is not due out for another six months. What should Martin most likely do to prevent the loss of customers?
A)He should pretend that the recent performance report has not come out and tell his customers that he doesn't know when it will be out.
B)He should change the numbers on the performance report to indicate that his product performs better than the competition's product.
C)He should avoid direct contact with his customers until the next performance report comes out.
D)He should expose the performance report but explain to customers that the product has been improved and new data will be available in six months.
E)He should change the numbers for the competitor so it looks as if the two companies' products perform equally.

Question

Quizplus · Accepted Answer

Martin should expose the performance report but also mention that the research and development team has made major improvements in the product. He should reassure customers that new data will be available in six months, which will show the improved performance. This approach is honest and transparent, and it also gives customers a reason to stick with Martin's product in the meantime. Options A, B, and E involve dishonesty and could lead to a loss of trust with customers. Option C involves avoiding the problem rather than addressing it, which is not a good approach for a sales representative.

Martin,a Sales Representative for a Computer Firm,receives the Latest Performance