Free Essay

Dilemmas

In: Business and Management

Submitted By georginajorsh
Words 2063
Pages 9
Caso 1
En un intento por incrementar las ganancias, un fabricante de bebidas ha solicitado a sus vendedores hacer un esfuerzo adicional para convencer a sus clientes de que compren toda la línea de productos, donde se incluyen bebidas de baja rotación para muchos de los abarroteros. La diferencia entre los productos de alta y baja rotación es poco apreciable por el consumidor. A pesar de ello, al vendedor se le ha instruido para que le informe al cliente que es importante que tenga toda la línea de productos para asegurar que nunca le falte cerveza. Este comportamiento lo…

Aprobamos Completamente

Aprobamos porque esto, no solo le va permitir al cliente tener más ganancias sino también contar con todos los productos en existencia e incrementar las ventas. A la empresa le conviene que el producto que se está vendiendo se promueva y tenga más presencia. Considero correcto que se le informe al cliente las ventajas que se obtienen si se maneja una línea completa, ya que se le estaría convenciendo con argumentos y no sobornos o otras prácticas poco éticas.

Caso 2
Debido a los constantes reportes de comportamiento poco ético por parte de la fuerza de ventas, el responsable de la OrV de otra plaza ha tenido recientemente una reunión con los vendedores en donde abiertamente les ha señalado la alegada falta de ética. Francisco Mejía ha sido vendedor de la compañía por muchos años. Últimamente su desempeño ha sido mucho más bajo de lo que él mismo y la empresa desean. Francisco considera que su futuro en la empresa radica en mejorar sustancialmente su desempeño en los dos o tres meses siguientes. Francisco tiene la oportunidad de conseguir un cliente muy importante ofreciéndole crédito y mobiliario costoso. Esta es una de las prácticas que la organización acaba de “ condenar”. Sin embargo, él considera que conseguir a ese cliente garantiza su permanencia en el trabajo por lo que solicita el mobiliario y justifica el crédito disfrazándolo como una estrategia para asegurar al nuevo cliente. Este comportamiento lo…

Desaprobamos en Parte Primeramente, la empresa ha establecido sus políticas en donde no está permitido ofrecer crédito y mobiliario costoso, desde ahí Francisco no está realizando su trabajo completamente. Consideramos que realizar esa venta está faltando a las reglas que la empresa acaba de establecer. Si es tan importante mantener su trabajo o manejarlo es mejor que lo haga de la buena manera, buscando otra forma de atraer al cliente, ya que de otra manera si la empresa se entera de que hizo algo mal lo puede perjudicar más que beneficiar. Además no es ético incumplir con las reglas establecidas. Muestra un nivel preconvencional.

Caso 3
La empresa le asigna a José Alférez una camioneta pick-up para realizar su ruta diaria. El mantenimiento del vehículo va por cuenta de la empresa, por lo que todos los días José debe entregarlo para revisión reportando el kilometraje recorrido. Los miércoles se carga de gas la camioneta. José y su jefe saben que el combustible debe durar toda la semana. José ha aprendido a ser bastante eficiente en su ruta por lo que la termina a las 12:30 pm. La esposa de José ha estado en cama desde que se enteró que tiene un embarazo de alto riesgo. El terminar su ruta temprano le ha dado tiempo a José para ir a comer a su casa, que queda al otro lado de la ciudad, antes de entregar la camioneta a las 5:00 pm. El uso personal que José le da a la camioneta lo…

Desaprobamos en Parte

Creemos que José Alférez podría usar el tiempo que le queda, al ser eficiente con su tiempo en conseguir otro cliente, atender otras necesidades de la compañía, algún pendiente que se tenga, etc. Debería avisar a su jefe o pedir algún permiso para visitar a su esposa que sufre de un embarazo de riesgo. No lo desaprobamos completamente porque entendemos que deba visitar a su esposa, y creemos que al ser eficiente en su ruta hace que su trabajo se desempeñe de la manera esperada y de acuerdo a las metas proyectadas, pero como mencionamos anteriormente, siempre se puede dar un poco más y esto es lo que te distinguirá sobre los demás. Por otra parte aunque el termine su trabajo, su salario es por hora y esas horas que esta con su esposa se le están pagando. Jerry White sostiene en el libro “Honestidad, moralidad y conciencia” que debemos ser justos en todo lo que hacemos. En el caso de los empleados, deben preguntarse si realmente trabajan el tiempo y las horas completas, para recibir de la misma manera su sueldo.

Caso 4
Horacio Del Prado, responsable de una OfV y la máxima autoridad en la zona, considera que compromete a sus clientes al enviarles costosos regalos, sobretodo en Navidad. Algunos han considerado esta práctica como una forma de “soborno” o una competencia desleal. A pesar de ello, Del Prado sabe que esto es algo común que realizan sus competidores y que las ventas se verán afectadas con sus principales clientes de no seguir la “práctica establecida” por la industria, por lo que a pesar de todo envía los regalos. El comportamiento de Horacio lo…

Desaprobamos en parte
El enviar los regalos a sus clientes, creemos que también puede ayudar en las relaciones que se tienen con ellos, dependiendo de la intención con lo que los mandes. Además, si los competidores también utilizan esta estrategia, no veo porque la empresa no pueda utilizarlos, claro adecuadamente. Lo que no nos parece muy correcto es que Horacio sienta que sus clientes deben estar comprometidos por recibir el obsequio, porque lo que se busca al enviar este tipo de detalles, es crear una relación afectuosa que ayude a incrementar las ventas en negociaciones futuras. También estamos en desacuerdo que sean regalos muy costosos, pues esto causaría que los clientes en verdad se sintieran comprometidos. Por otra parte se puede decir que es un soborno que de cierta manera está mal porque lo hacen para ganarse a los clientes y que sigan comprando, algunos lo pueden tomar como un acto de agradecimiento a sus clientes ya que gracias a ellos han tenido ventas exitosas pero pues es para que no se les vayan, queramos o no si influye los regalos en el cliente y pues también está mal de parte del cliente aceptarlos.

Caso 5
Roberto Moreno es vendedor de productos de consumo, tiene un fuerte interés en que sus productos se encuentren siempre visibles en las cabeceras de los anaqueles, sobre todo ahora que la competencia es tan fuerte y busca que la promoción actual sea fácilmente identificable por el consumidor. A pesar de que considera que tu jefe no lo aprobará, Roberto le ofrece al encargado de la tienda entradas para el Clásico de Fútbol para que le asigne el espacio que requiere. Este comportamiento lo…

Aprobamos en Parte
Es como premiar a alguien por vender tus productos. En todo caso, el comportamiento que encontraría mal es el del encargado si es que tuviera contratos de exclusividad con los otros proveedores, pero sino, considera que los dos están en su derecho de hacer eso. Ahora bien, también consideramos que no le podría sentar bien a las otras partes involucradas y por eso podrían meterse en problemas y perder la confianza de los demás. Caso 6
Ricardo Cobos es vendedor de cerveza de la competencia. Él ha sido instruido para recomendar a sus clientes que compren cierta marca en particular de la que su empresa tiene un fuerte inventario actualmente. Cobos no considera que esta marca se desplace a la velocidad que sus clientes necesitan, sobretodo con la competencia tan fuerte de la cervecería local, por lo que está menos que dispuesto a recomendarla. A pesar de ello y después de pensarlo más detenidamente, decide recomendar a los restaurantes que visita la cerveza de la que su empresa tiene exceso de inventario. Este comportamiento lo:

Aprobamos en parte
Uno quiere deshacerse de su mercancía y hace lo posible para venderla. La situación problemática se encuentra en que si los clientes de sus clientes o clientes secundarios de Ricardo no encuentran el producto como satisfactorio, puede que Ricardo pierda a sus clientes primarios, pero aparte de esto, creemos que lo que hace no está mal. También Creemos que Ricardo está actuando de manera correcta, al preocuparse por sus clientes y sus necesidades, su decisión de recomendar a los restaurantes que tienen la cerveza de la cual su empresa sufre de exceso de inventario, nos parece muy acertada e inteligente, ya que los clientes puedan probarla y decidir ellos mismos, si es lo que necesitan, sin que Ricardo tenga que hablar y recomendar la marca de la cual no está seguro sea la mejor. Si Ricardo trabaja para una compañía, debe acatar las políticas de la empresa y lo que se le está pidiendo que realice, es decir no puede decir que no, si es su trabajo y la empresa le está pagando para que lo desempeñe correctamente.

Caso 7
Todo vendedor de la empresa cuenta con una camioneta pick-up que le es asignada para que pueda llevar a cabo su actividad de ventas. Últimamente el tráfico de la ciudad ha sido muy pesado por lo que para poder cumplir con la ruta y visitar a todos los clientes, Jorge Islas se ha pasado algunos semáforos en rojo e incluso ha manejado excediendo los límites de velocidad. Por más de tres meses ha podido cumplir adecuadamente con su ruta, e incluso ha agregado nuevos clientes. Sin embargo, en un crucero que ya conocía muy bien, se pasa un alto y lo detiene un agente de tránsito, quien le pone una multa por la infracción cometida. Jorge no reporta la infracción pensando que probablemente ésta se confundirá u olvidará el año que entra cuando se pague la tenencia. El comportamiento de Jorge lo: . . .

Desaprobamos Completamente
Esta mal lo que Jorge está haciendo, además de que está incumpliendo la ley porque se está pasando los semáforos rojos, no está siendo honesto con la sociedad y con la empresa tampoco ya que no les quiere mostrar la infracción y quiere que ellos solos se den cuenta en un futuro. Muestra falta de ética totalmente y de moral, ya que por conseguir cumplir su ruta lo está haciendo de la mala manera y eso es deshonestidad. Es un nivel preconvencional porque lo hizo porque él quiso y para su propio beneficio. Creemos que lo adecuado sería hablar con su jefe y que le planteara la situación, que le hablara con la verdad, para ver que se podría hacer respecto a su ruta, en lugar de tratar de cumplir el recorrido arriesgando su seguridad y la de otras personas.

Caso 8
Abarrotes La Ciudad es uno de los clientes más antiguos que hay en la zona de ventas 045. Pedro Rosales fue cambiado a esta zona hace apenas unos 5 meses. Abarrotes La Ciudad tiene una deuda con la empresa de $45,000 que Pedro ha estado ayudando a que disminuya. Sin embargo, Pedro desea ofrecerle al dueño del negocio que su deuda quede cancelada si decide tener un contrato de exclusividad. La forma de proceder de Pedro la: . . .

Aprobamos en parte
Está ayudando a los demás y está tratando de resolver un problema para que todos puedan estar mejor, ya que tener una deuda es un dolor de cabeza y el está interesado por hacerla a un lado, sin embargo está poniendo restricciones sobre que se haga a su manera, un bien a cambio de otro bien. Su idea esta mas enfocada al beneficio que él va a obtener que el beneficio de la empresa y le falta ser un poco mas ético. Está actuando de nivel preconvencional ya que hizo algo pero a su manera y para al final de la negociación salir el también beneficiado de alguna manera, por su propio interés. Aprobamos en parte porque creemos que la deuda que tiene la tienda con la empresa no amerita un contrato de exclusividad, creemos que en este caso Rosales se está aprovechando un poco de la situación para asegurar un cliente. Sin embargo entendemos la situación de la empresa al tener una deuda grande y que se vaya acortando en partes muchas veces no es conveniente, por los gastos que se tienen.

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