Caselet 2: Sandwiched In
One of your better sales representatives, Devin Tyler, needs to speak to you about his goal situation. “My grandparents raised me, and I’m like an only kid. They never saved for retirement, and their Social Security checks don’t go too far. If I don’t look after them, nobody will. And you know we’ve got two kids of our own. I am a member of the sandwiched generation,” lamented Devin. Devin has come in because the quarter is over at the end of the week, and he is short of his sales goals. One of his most loyal customers, Farmer’s Co-Op could buy enough to put him over his goal—if he pressed the firm to place a large order. However, he thinks a purchase of that size might not be in the company’s best interests. Devin has come to you to seek your advice. “The extra money I could make if I reached my goal would really help us out at home. But I’m concerned that Farmer’s might get upset and I could lose the account,” he explains.
Question
1. If you were Devin’s sales manager, what would you recommend he do in this case?
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