Question

You are the newly appointed sales manager for a large manufacturing
organisation that has been struggling of late, even though your region is the firm's most
successful one. Your office is located in very close-knit community where people place a
high value on local basket ball. In fact, it didn't take you long to realize that to most
people, local basketball is even more important than the Super bowl. While you were
watching the game the other right with your biggest customer, who purchases almost
40 per cent of your yearly volume, told you that the star on the team may soon be
leaving the community because his father was laid off. He has heard that your region
has an opening for a sales representative, and he asks you to hire the boy's father. You
tell him that you will be glad to review the man's resume, but you think that you have
already found an extremely qualified person.
As you are reviewing the resume of your customers recommended candidate the
next day, the person you are replacing comes by the office to say good bye. In the
conversation he mentions that in this town, people do each other favors and that is how
they build trust. He also tells you that if the boy's father is not hired, the firm may lose
most, if not all, of the buyers business. That is quite a shock because you realize that the
customer's candidate lacks some qualifications for the position.​

Answer 1

Answer:

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