Case Analysis
M5A1 Closing the Deal
Pamela Phillips
BUS 523
Dr. Moore
April 5, 2015

Section 1: Introduction and situational analysis: When taking on the job of a salesman for a living it can raise some questions of ethical behavior and guilt upon the person trying to make the sale. The level of guilt and anxiety can be that much higher if the salesman has a quota to meet or his or her salary is based on the sales alone (i.e. Commission based). The salesman feels obligated to their family to provide therefore must make a paycheck but at what cost? (Bertram, 2001) What if the person buying really can’t afford or doesn’t really need what they are contemplating on purchasing? Does the salesperson have any obligation to what is in the best interest of the consumer or should they only be concerned with closing the deal at all costs? If the salesman thinks the sale and consumer is an absolute complete wrong match should they go through with it anyway if the consumer is going to buy no matter what, even if it is against her best judgement? Salesmen are faced with these decisions each day. The question is in order to make a high amount of sales that mean they turn a blind eye and just sell, sell, sell?
Section 2: Stakeholder analysis: The stakeholders in this scenario range from the consumer, the seller (real estate agent), the manufacturers and the companies, in this particular case the land owner. The consumer’s risk is obvious. They are going to end up with a product or service that they may not be able to afford, like in the many mortgages of the mid 2000’s. They may even be looking into something that they really have direct need or use for. If the product is not up to the standards that are being advertised, the consumer will be in an even bigger dilemma by ending up with both something that they can’t afford and may be worthless. Before any consumer makes a purchase they should inform themselves of the specifications and average costs of the item or service. By educating themselves it will be harder for a salesperson to take advantage of them. A purchase should never be made on impulse. One should also take their time and think things through. If a deal sounds too good to be true it usually is. The seller or salesperson may be obligated to a sales quota. When they don’t make this quota they may be at risk to lose their employment. The salesperson may be working on a commission-based salary. They may only get paid if they close deals or may get paid a minimal base pay. In order to earn a living they will be under pressure to reel in the sales. They are under constant pressure. For a salesperson that believes in their product or service this can be an easy task. Their confidence will come across in their mannerisms and in their voice. They will be more believable to their audience; therefore the sales will be that much easier for them. The manufacturers and companies need to maintain customer loyalty. If they get a reputation for selling products or services that are under standards it will hurt their ability to make future sales. Customers who have brand loyalty are more likely not only return to a product or service; they are also more likely to recommend them to family and friends. This can be the best form of marketing. When a manufacturer or company receives negative marks, they lose this. This can equal to a great loss of profits and revenue. When a business acts shady or unethical they can tarnish their image beyond repair. The Better Business Bureau can step in and future customers will be warned of their previous negative behaviors. The owners of the land may miss out on viable buyers. The sellers that are representing them may be spending time with consumers that really cannot afford the property or close the deal in the end. This may cause the owner to waste valuable time on a “true” buyer. The salesperson may be so caught up in closing the deal that they may be missing the fact that they