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Mr. Aslam is an entrepreneur and commenced his own small scale retail store business to earn his livelihood. With the passage of time his business started growing and he decided to update his business on modern technological processes. He decided to introduce inventory management system and scanned price tags in order to bring more accuracy and transparency in stock holding and accounts maintenance. Mr. Aslam intended to purchase that technological equipment from a world known electronics store. At the end of December, he visited the store, met a sales agent, told him the requirements and asked him to guide accordingly. Being at the end of the month, the sales agent was intrinsically compelled to meet his target sales. Hence; instead of guiding Mr. Aslam for a low cost Core2Duo machine (which can easily fulfill his requirements), sales agent persuaded him to purchase more expensive laptop and presented him its features in such an illusive manner that Aslam decided to purchase an expensive laptop. After some time, back at business place, Aslam regretted to purchase an expensive machine though it was no more beneficial to him than any other low cost computer and he decided not to go for shopping at that electronics store.





Discussion Question:

By keeping above case in consideration you are required to discuss the ethical perspective of the selling technique adopted by sales agent and the customer while purchasing a machine.

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For the students who are left with no time to submit the GDB

Persuasive selling technique was used by the sales agent to persuade Mr. Aslam and due to it he bought the expensive machine. Sales agent personal involvement was also in it because he wanted to meet the target of his sales. Ethically it is wrong to show such type of behaviour even after getting the full details from the buyer so sales agent crossed the boundary of ethics by changing the thinking of Mr. Aslam and he successfully made the sale by persuasion technique.

On the other hand Mr. Aslam went there only to buy inexpensive machine and ethically he took help and guidance from the sales agent. But he was misguided to buy expensive machine.

In the end don’t forget that persuader was sales agent and he persuaded Mr. Aslam but no sale can be completed without buyer’s intention to buy that product "A fool and his money are soon parted" in this case Mr. Aslam became fool and he bought an expensive machine.

 

Now make amendments in this and don’t just copy and paste. Please.

Fahad Bhai, thanks a lot for idea solution of the GDB.

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