MKT501 GDB 2 Fall 2011

Topics covered:

Critique of Selling
Selling techniques
Mr. Aslam is an entrepreneur and commenced his own small scale retail store business to earn his livelihood. With the passage of time his business started growing and he decided to update his business on modern technological processes. He decided to introduce inventory management system and scanned price tags in order to bring more accuracy and transparency in stock holding and accounts maintenance. Mr. Aslam intended to purchase that technological equipment from a world known electronics store. At the end of December, he visited the store, met a sales agent, told him the requirements and asked him to guide accordingly. Being at the end of the month, the sales agent was intrinsically compelled to meet his target sales. Hence; instead of guiding Mr. Aslam for a low cost Core2Duo machine (which can easily fulfill his requirements), sales agent persuaded him to purchase more expensive laptop and presented him its features in such an illusive manner that Aslam decided to purchase an expensive laptop. After some time, back at business place, Aslam regretted to purchase an expensive machine though it was no more beneficial to him than any other low cost computer and he decided not to go for shopping at that electronics store.


Discussion Question:
By keeping above case in consideration you are required to discuss the ethical perspective of the selling technique adopted by sales agent and the customer while purchasing a machine.

Important Instructions:

1. Your discussion must be based on logical facts.
2. Your comments on the topic should not exceed 500 words.
3. The GDB will remain open for 2 working days/ 48 hours. (Change if more days are allowed)
4. Do not copy or exchange your answer with other students. Two identical / copied comments will be marked Zero (0) and may damage your grade in the course.
5. Obnoxious or ignoble answer should be strictly avoided.
6. Questions / queries related to the content of the GDB, which may be posted by the students on MDB or via e-mail, will not be replied till the due date of GDB is over.

Ø For Detailed Instructions please see the GDB Announcement

Read this passage from handbook for Correct answer


Take for example the purchasing of a car: a consumer may have a set of cars in mind (called an evoked set)
that she feels match her needs, wants and budget. She may seek the advice of a salesperson given that a
salesperson can help her realize the right car given those criteria. This can be a socially useful function;
salespeople have specialized knowledge of products that can help consumers make an informed decision.
However, a salesperson may also talk a consumer into purchasing a more expensive or perhaps larger car
then she needs or can afford. In this context, the salesperson may have usefully helped the customer reevaluate
her needs, thereby establishing a new set of appropriate choices among which included the newer
or large car. This again would be a helpful and useful service provided by the salesperson. However, it is
sometimes the case that customers purchase a product or service that was not initially intended and remains
an inappropriate purchase after the fact. On the other hand, the consumer in this scenario can be held
partially responsible for the inappropriate purchase; indeed, "A fool and his money are soon parted." (
English proverb)

In addition, an ethical salesperson will always make sure the prospect receives more value from the product
or service they have purchased than they have paid.