Case Study

Ethical dilemma: Alberto Montes (A)

2 pages
July 2006
Reference: IMD-5-0708

Alberto Montes, salesman for Cosma & Cie., an Argentinian telecommunications company, is preparing to meet a key Bolivian customer to conclude a major deal that would allow him to collect a $20,000 bonus and meet his sales target for the year. Question: How well prepared is Alberto Montes to conclude the deal successfully?

Ethics, Sales
Latin America
Field Research
© 2006
Available Languages
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