International School of Economic & Administrative Sciences (EICEA)

Case Study April 2022-1

ACADEMIC AREA: Marketing
PROGRAM: International Marketing & Logistics Administration
SUBJECT NAME: Marketing and Corporate Social Responsibility
QUESTIONS

Students’ Names: _____Gonzalo Quevedo and Emilio Lizarraga

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I- Give a title to this particular case (2 points)

____________________The fast sale_

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II- What is the topic for this case? (2 points)

_____________Unethical Sales Habilities

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III- What are the relevant facts from this case? (5 points)

__1; Bernie a costumer want to buy a new tv

2: sam the sale person don’t want to loose the sell and don’t tell bernie that the tv that he want will be on sale

3:sam see that bernie can’t wait to buy the tv , because he can wait to take the delivery set

4: the manager says to sam to sell the demonstration model

5:sam decide that tihis don’t have any ethics and tell bernie the
true______________________________________________________________________________________
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III- Who are the stakeholders? (5 points)

_____Bernie,Michelle,SAM, The outlet employees and the competitive stores in the same
area______________________________________________________________________________________
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IV- What are the Ethical issues? (10 points)

___1:the seller duty to inform the buyer_

2: the promes that the seller do to the consumer

3: build trust to have a relationship with the consumer

4: Truth
telling_____________________________________________________________________________________
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V- What are the possible alternatives? (8 points)

1: sam can tell the true to bernie that the tv will be on sale

2:michelle can sell the the demostration model in that moment with a different price
3: sam can ask for a discount in the next shop for the waiting time that bernie
wait.______________________________________________________________________________________
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VI- What are the practical constraints? (8 points)

_The practical constraints tha we can see in the case is the lost of clients in the store, for that bad abits that
they are creating in their personal, if the store have the costumer responsibility with her clients they can have
a better sell team and this can give us better sales day to day. And for last sam needs to consider his sales
manager preferences
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VIII- What actions should be taken? (10 points)

_____The actions that the store will be taken is to improve the capacity of the personal in the store, to
reconsidering another sales manager to supply michelle for his ethics to sell, they need to consider give
incentives to their clients that are not happy with the
service.___________________________________________________________________________________
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