The Ethical Dilemma Of Jean Mcguire Essay - 1690 Words

Jean McGuire has worked as a land salesperson for Sunrise Land Developers for the past six months. Upon starting she was advised by her superior to use techniques on prospects that rely on psychological manipulation to close the deal. The techniques deceive the prospect about the availability of the lot and put them in a now or never position. Jean objected to the use of such devices and as a result her sales have fallen well below those of her co-workers’. Unsure what to do and worried about losing her job it appears Jean is facing an ethical dilemma. This dilemma will be subsequently discussed using the Kantian perspective and the contrasting utilitarian perspective. The nature of an ethical dilemma according to Rossy (2011) is that the ‘right’ thing to do is not clear and resolution is neither simple nor easy. Jean is being asked to use closing techniques she isn’t comfortable with; at first glance it may appear to be a clear choice not to use the deceptive techniques. However, as a single mother the right choice for Jean is unclear because her job and ability to support her children is potentially on the line. Often in an ethical dilemma the right answer â€Å"comes with a price tag† (Rossy, 2011, p.37) and it’s about arriving at an outcome you can live with (Ghillyer, 2010). This is the case in Jean’s situation as her two options have their own disadvantages. Jean can choose to use the techniques she feels so uneasy about, increase her sales and keep her job or else refuseShow MoreRelatedAnalysis Of Jean Mcguire s Closing The Deal Essay1475 Words   |  6 Pagesplay a huge part in decisions made everyd ay. In the case study â€Å"Closing the Deal†, Jean McGuire is faced with an ethical dilemma, there are a number of ways this ethical dilemma can be resolved however not all options include ethical morals. Jean McGuire works for Sunrise Land Developers selling lots. Wright Boazman the sales director at the company states Jean â€Å"lacks technique† (Shaw, 2014, p. 236). Jean McGuire has a decision to make on which sales technique she is going to use, Wright uses â€Å"theRead MoreLegal And Social Environment Of Business Essay1240 Words   |  5 PagesBusiness Assignment One: Ethical Dilemmas Due Date: Monday 18th August @ 6.00pm Paper Coordinator: Number of Words Used: Jean McGuire works as a land salesperson for a real estate company called Sunrise Land Developers who specialise in selling lots to prospective clients. Her clients require her to represent the lots in an accurate light. The company’s sales director Wright Boazman demonstrated effective sale closing techniques to McGuire when she first began at theRead MoreEthical Dilemmas : What Should Jean Do? Essay1551 Words   |  7 PagesEthical Dilemmas: What should Jean do? Jean McGuire works as a salesperson of land property in Sunrise Land Developers. Jean’s superior Wright Boazman, the sales director, described the importance and efficiency of using â€Å"deal-closing techniques†. This technique is usually used to motivate the prospect into buying the lot, because often people really want to buy a lot but hesitate at the last few minutes of signing agreements. Wright introduced the most effective closing technology termed â€Å"the otherRead MoreJean Mcguire, A Land Salesperson For The Company Sunrise Land Developers Essay1596 Words   |  7 PagesJean McGuire works as a land salesperson for the company Sunrise Land Developers. Six months into the job, Jean has lost more than made sales for the company and is thinking about using the sales technique described by her boss. Other sales representative’s use it and have proven to be a success, however, it involves deceiving clients by giving misleading information, which Jean insti nctively objects to. The technique is to make the interested client think that someone else is also interested inRead MoreThe Characteristics Of Jean s Ethical Dilemma Essay1851 Words   |  8 PagesChristopher Wells Student ID: 10122074 Word Count: xxxx Jean McGuire works as a sales representative for Sunrise Land Developers selling land to potential customers (hot prospects). Jean’s role as a land salesperson is to help the prospect make a decision to buy the property. When she is told by the Sales Director Wright Boazman to use a variety of effective â€Å"deal-closing techniques†, Jean realises such techniques are nothing more than a form of psychological manipulationRead MoreStrategic Marketing Management337596 Words   |  1351 Pagesorganizations compete Identifying competitors’ objectives Identifying competitors’ likely response profiles Competitor analysis and the development of strategy The competitive intelligence system The development of a competitive stance: the potential for ethical conflict Summary CONTENTS vii Stage Two: Where do we want to be? Strategic direction and strategic formulation 7 Missions and objectives 7.1 7.2 7.3 7.4 7.5 7.6 7.7 7.8 Learning objectives Introduction The purpose of planning Establishing