Fundamentals of Selling 13th Edition by Charles Futrell

Exercise 2

Selling new cars often was difficult, but Linda Martin felt she had a new Cadillac sold. A woman called and said she wanted to buy a new Cadillac exactly like the one parked outside of Linda's office. Linda had another one the same color, but it was fully loaded with the latest high-tech equipment and cost $6,000 more.
The buyer, a 68-year-old widow, listened as Linda described both cars, emphasizing the higher-priced Cadillac. The buyer seemed to become confused over how to work options such as the disk stereo system and cellular telephone. Suddenly the buyer said, "Linda, you seem like a nice person. Which car do you think I should buy "
What would be the most ethical action to take
Advise the customer that you think she would be happier with the less expensive model-she does not seem to need or want all of the high-tech gadgets in the more expensive car. Offer to call other dealers in town to see if they have one in stock. You might lose the commission, but at least you have a satisfied customer.