07.29.14
The Honest Rep
A sales rep receives a large order from a new client which has pricing on the purchase order that is higher than the price that was quoted previously. The higher pricing was shown on a price quote but was misunderstood due to the quantity being ordered. As far as the customer knows the higher pricing is correct. To tell or not to tell the customer- that is the question? To tell the customer reduces the order by $18,000.00 which will affect the sales reps commission and the revenue to the company. What would you do or tell your reps to do?
In this situation, the sales rep told the customer who corrected the purchase order. The customer was ecstatic of the savings but more importantly this new relationship was quickly cemented in trust and honesty.
Integrity, doing the right thing, can sometimes seem like a rarity in the business world. However, when relationships, whether business or not, are founded on integrity they are sure to last many years. I hope this brief illustration reminds you of this simple principle that should be at the heart of every leader.
Regards,
Brian
