Sarah and Steve are sales reps for a major pharmaceutical company in the same geographic area. Sarah calls on private practice physicians, while Steve calls on hospital groups. Their sales manager would likely have an ethical dilemma in the area of:
A) Determining compensation and incentives
B) Equal treatment in hiring and promotion
C) Respect for individuals in supervisory and training programs
D) Fairness in the design of sales territories
E) Fairness in the assignment of sales territories

Question

Quizplus · Accepted Answer

The ethical dilemma arises in determining compensation and incentives because Sarah and Steve have different types of clients, which may lead to different sales opportunities and challenges, affecting how their performance is measured and rewarded.

Sarah and Steve Are Sales Reps for a Major Pharmaceutical