Case study

WORLD CLASS BULL

Submitted by: Tanzeela Shoukat

MS(MS)

tanzeela
[Email address]
 World class Bull
Case study characters

Company: Specialty Fleet Services

Sales Person: Christopher Knox

Sales VP: Jeremy Silva

HR VP: Williams. Samantha

Client: Dale Landry’s attention.” Landry was Armadillo’s CFO

Introduction:

This case study shoes an example of how sales person who can manipulate a potential
client into a contract. Christopher Knox, a sales employee at Specialty Fleet Services
(SFS), just landed the Armadillo Gas & Power account. Samantha Williams, Human
Resources Vice President of SFS, was now filing a breach of the company code of ethics
against Christopher and the Vice President of Sales, Jeremy Silva for “deceptive
business practices” used to make the sale by making the dishonorable relation with
client and make a contract.

Summary:

The CFO Dale didn’t agree on Fleet Net Demo so, Chris Knox, a top salesperson at
Specialty Fleet Services, volunteers to go after the business of Armadillo Gas &
Power, he decides to try a new approach. After all, no one else from SFS has
succeeded with Dale Landry, Armadillo's CFO. Knox shows up at Landry's ranch,
asks to photograph his beloved bull, presents the photo as a gift to Landry's wife, and
engineers several other encounters before Landry learns that Knox is anything more
than a charming young man. Not long after he reveals his position at SFS, Knox wins
the account. Sales VP Jeremy Silva emails the sales team, praising Knox's maneuvers.

An ethics breach is an ethics breach’’

But the human resources vice president thinks that Knox breached the company's
ethics code. Does Knox deserve a reprimand?

Expert on this fictional case study believes that Knox went astray not by trying to
share a potential client's passion but by treating the Landry’s as a means to an end –
deceiving them and violating their personal space along the way. There's a big
difference between deceiving competitors and deceiving customers.

SFS needs to clarify this difference in its ethics code, apologize to Landry, and fire
Silva, who demonstrated in hitting the "send" button that he does not understand the
policies and behaviors that build shareholder value.

Another argues that Knox didn't coerce Landry into buying SFS's services but instead
simply got the CFO's attention and let his persuasive techniques do the rest. Whereas
coercion and manipulation satisfy the needs of only one party, persuasion is about
achieving a positive outcome all around - exactly what Knox accomplished.
Armadillo got a superior product, and SFS won a new customer.

Objective:

In this fictional case study, a sales VP must decide whether a salesman's tactics to win
a customer constitute an ethics breach. Considering issues such as how to cultivate
genuine common interests with prospective customers without intruding on their
private lives, and how to use such tactics for long-term mutual benefit versus a short-
term, one-time sale.

Conclusion

As the case study shows, how a sales person makes personal relation in order to get
the sale perspective which is unethical in many ways.so, anything any activity you
are doing for your business but done in unethical way is not acceptable.