Recently hired a U.S. trained sales account manager at Medical Equipment Inc. (Medical Devices) returned to his office after a meeting with the head of the cardiology department at a specialist hospital and research center in Jeddah, Saudi Arabia. He had worked very hard to secure his first sale of U.S. $ 725,000 for medical equipment, but was discouraged when the head of cardiology told him that the hospital’s head of purchasing, enter the order on main competitor Medical Equipment is … Read more »

Recently hired a U.S. trained sales account manager at Medical Equipment Inc. (Medical Devices) returned to his office after a meeting with the head of the cardiology department at a specialist hospital and research center in Jeddah, Saudi Arabia. He had worked very hard to secure his first sale of U.S. $ 725,000 for medical equipment, but was discouraged when the head of cardiology told him that the hospital’s head of purchasing, enter the order on main competitor to Medical Equipment. The competition officials and the Director of Purchasing had known each other for 10 years and the head cardiologist implies that it may be involved side payments. The Sales Account Manager Medical Equipment knew was superior product and wondered how he the job without a story with the director of purchasing or without intervention in practice he was to secure ethically questionable.
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from
Joerg Dietz,
Ankur Grover,
Laura Guerrero
Source: Ivey Publishing
14 pages.
Release Date: 17 March 2008. Prod #: 907C42-PDF-ENG
Medical Equipment Inc. in Saudi Arabia HBR case solution