1.As a team how would you classify this situation? 2.Was it fair for James to not offer Sue a similar discount? 3.How would advise Tronics management deal with this type of situation? 4.Is this an ethics situation or something else? 5.What tool, process or job aid would have prevented or mitigated this situation?

Lydia your colleague asks James the sale rep the following Thank you, for coming in today to speak with us. We have signed a non-disclosure agreement with Tronics Corp and anything you say here will be held in the strictest of confidence. That said, can you give me an example of an ethical challenge you have faced recently? One situation comes to mind because I still feel bad about it. The manufacturing cost of the Tl wireless sensors Tronics makes dropped by 50%. One of my customers, Sam, tells me he knows this because he is best friends with Tronic's VP of production Alfredo Sanchez, and he asks me for a discount on his order. My boss, Marci Daniels okays the discount. My other customer, Sue Preston (who is one of my best friends and knows nothing about the drop in manufacturing costs), places the exact same order for Tl wireless sensors as Sam. I did not give Sue the discount and felt bad about it. I figured it was kind of like being at the store but not having the right coupon to get the discounted price