As a sales manager, how would you handle this situation? One of your salespeople (not a top performer but one who consistently comes close to hitting sales objectives) has turned in a receipt for a very expensive dinner with a client that is above the companys stated guidelines for customer entertainment expenses. When questioned, the sales rep says the customer is thinking of giving the company a large order and the salesperson was looking to close the deal. However, its been three weeks and theres no contract. Other salespeople have heard about the dinner and are questioning why this employee was allowed to spend that much entertaining the customer. What do you do? Consider all stakeholders in you analysis. Outside sources (Cite them in apa format), textbook citations and personal examples encouraged.
