Question: Terry Kelly, sales representative for EFAX, a computer software company, has just concluded a sales call with LandNet, one of his distributors. During the call,
Terry Kelly, sales representative for EFAX, a computer software company, has just concluded a sales call with LandNet, one of his distributors. During the call, purchasing agent Linda Meyer mentioned that Ron Hawkins, LandNet's top salesperson, had suddenly resigned and moved out of the state. Meyer said that this unexpected resignation could not have come at a worse time, as several key customer contracts were pending renewals, and LandNet had no candidates to replace Hawkins. On his way to his next sale call with NetServe, his largest distributor, Kelly debated on whether he should share the news of Hawkin's resignation. After all, the buyer and NetServe viewed Kelly as a great source of market information, and Kelly figured that the NetServe buyer would hear the news anyway before the day was over. What should Kelly do
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