What are your options, and what are the advantages and disadvantages of each option for you and your employer?
What would you do in this situation?
You are a salesperson for Visions Medical Equipment, a distributor of high-end CT
scan, MRI, ultrasound, X-ray, and mammography equipment. Lately, business has not
been good and you have lost a number of customers to your largest competitor. Your
boss has been on you about it and the declining sales have dramatically affected your
commission checks. You have curtailed your spending, but your finances are starting
to get really tight. You are barely able to make the minimum payments on your credit
card bills and you are afraid that if your commission checks don’t start to rebound, you
won’t be able to make your car and house payments. You don’t understand the loss of
business; you are very good at your job and are selling the top-rated products in the
industry. Lately, you have begun to suspect that your competitor’s salesperson is giving
kickbacks to the hospital buyers. Recently, a buyer for your largest customer hinted that
he could help you secure a large order if there were “something in it” for him. If you
land the order you will earn a very large commission. You have never done anything
like this before, but you do have an expense account where you could bury the payoff
and there would be little risk of getting caught. You are afraid that if you don’t do it,
your company will lose the sale and you will lose the commission.