Question:

I am a sales rep in media advertising. I have a client who places adverts on a weekly basis. He called in to reduce the frequency of Ads placed. In order to retain the same amount of sales and change his mind, I verbally quoted him a rate 50% higher than normal, just so that he will see the downside of changing frequency.

I mentioned this to my manager, who informed me that it was wrong of me to do that and now has given me notice to attend a disciplinary hearing for ‘Dishonesty’ and ‘putting the company’s name in disrepute. As a salesperson I did not think of it that way.

All I tried to do was not loose the extra sale. Besides we have strict parameters as far as rates go. So even if he was adamant that he wanted to change to the placing fewer Ad’s with me, there is no way i could have charged him 50% higher rate. in actual fact i would have had to charge him 15% higher. The profits do not come directly to me as a rep. I am a commissioner earner.

Now I am not to make further appointments with any client until the hearing. I strongly feel they want to dismiss me. Do I have anything to stand on. I promise, I had good intentions, I was the one to bring it up with my manager. please advise. I am so lost and desperate.

Answer:

Dishonesty and misrepresentation are definitely grounds for a dismissal if you are found guilty. All I can do is now help to get the best from the hearing. You will need to state that your manager misunderstood you and you had said that you intended to quote the client 50% higher and was merely explaining the increased costs to the client. It then becomes a word against word scenario.

They will then need to call the client in to testify to back up the manager. This will never happen as they will not involve the client. It is hard then to find guilty on one version against another ,that if they then follow through with the dismissal you will have a strong CCMA case You must thus plead not guilty and give appropriate reasons.

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