Billie Daniels

Billie DanielsSubmitted by: SDM Group - 527NMP06 Anupam Mishra27NMP19 Manush Maken27NMP31 Swati Gupta27NMP51 Komal Tagra

Case ContextBillie Daniels is district sales representative for Consumer Food Whalesalers Inc.Responsible for 50 Supermarkets on Promotion , Turnover , Ordering & Inventory of many lines of CFW.Poor management of stores and sales motivation leading Billie to launch a schemeSmall payment to storemen for increasing efficiencyDeclared Representative of the Year, two years after starting the above schemeHe gave 1/5th of his own commission to StoremenWorked hard to make sure that his CFW lines were handle efficiently This benefited store as well as CFWFred Harper was National Sales ManagerA complained was received by Fred about a head Storemen was paid off by BillieFred thought Billie has violated creed To conduct operations ethically, deal fairly with customers and suppliersBillie was candid about the issueFred in a dilemma to take a decision Managerial Decision considering laws & EthicsAnalysing Fred HarperLacks in confidence just when Billie was in outer office, began thinking how to handle the interviewBeing in CFW for only 18 months, marketing background, might not be aware of sales guidelines set in CFW other than creed before interview, research should have done.Not thought about the issue before Billies candid acknowledgementQuestion on his own responsibility to gain knowledge about companys laws, ethical practices & gifting policies etc.Didnt went around the field to see how his sales people are doing.Billies argumentsVoluntarily given bonus from own commission as an added incentive to efficiencyIt has increased turnover for stores as well as CFWNo storeman is under obligation of any kindIf any objection, the schemen can be stopped immediatelyThe scheme started before you came & havnt come around to see us in the field tried to put blame on FredWhere Billie was wrong?Motive of gaining more personal profitsPrivate arrangement to mail a quarterly chequeFailed to adhere to personal code of ethics: had a moral duty to inform the company about the schemeFred dilemma Cant fire Billie as he candidly acknowledged his schemeBut Billies actions are against company's creedBillie has performed well and has good repo within the company Awarded representative of the year Removing him will question Fred decision making Options to FredRecommendationsRetain Billie & End SchemeWill be able to retain a hardworking sales repFind other legitimate scheme to increase sales

Sales manager should visit field to know what is happeningPut specific guidelines about the gifting such as theseProvide training on Ethics

Thanks