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Real Sales or Wishful Thinking

RealSales or Wishful Thinking

RealSales or Wishful Thinking

Inthe case, Marty is under pressure to submit high sales record. Hebelieved that Robert is a hardworking salesperson and the only limitis that he is confined to a wheelchair. Unlike other employees whocan move fast to attend to clients, Robert can only access a fewclients. However, none of the clients has expressed dissatisfactionwith the services they receive from Robert (Gusdorf, 2011). Marty isin a dilemma since he has to devise methods of increasing the salesto avoid his department being in the spotlight by the vice president.

Thereis a human resource management ethical issue that is susceptible tobeing overstepped due to the unrelenting pressure. Coincidentally,the Department headed by Robert is on the bottom of the list formaking few sales (Gusdorf, 2011). Frank cannot give in to the idea ofa salesperson in wheelchair attending clients at the warehouse. If hegets information about the Robert, he may compel Marty to send himhome. Marty is in a dilemma because Robert handles customersprudently and his physical challenge should not be a reason to expelhim.

Secondly,there is an ethical issue of providing non-existent orders. Marty isdetermined to instruct Robert to provide a list of factious sales. Heintends to use the unethical practice against Robert who he believeswill not have a choice because his department lags behind in terms ofsales (Gusdorf, 2011)

Conclusively,the two ethical issues present a manager who is not ready to takeresponsibility, and this can be traced to his ignorance of modesthuman resource practices. Marty indicates that he has never read theHR guidelines booklet and he only has information about harassmentgiven by a visiting practitioner. Building on the vulnerability ofRobert may please his vice-president in the short-term but it mightrisk Robert’s job.


Gusdorf,M. (2011). Ethicsin human resource management.Alexandria: Society for Human Resource Management.