The Sale Ch 15

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Questions and Answers

What was the primary reason Jade Morgan did not agree to purchase the fuel-efficient engines immediately?

She wanted to see other technology options first.

She was concerned about the company's current profitability.

The engines had not yet undergone market testing.

The engines had not passed regulatory testing. (correct)

How did Matt feel after he assured Jade that the test results would be sent to her?

Nervous about the potential backlash.

Confident that the technology would sell.

Energized by the thought of a bonus. (correct)

Optimistic about the company's future.

What ethical dilemma did Matt face following his meeting with Jade?

Whether to disclose the technology's limitations.

To falsify test results to secure a deal. (correct)

To negotiate a higher price for the technology.

To reveal Tony's questionable reputation.

What did Tony express confidence in during his conversation with Matt?

The success of using false test results. Signup and view all the answers

What factor contributed to Thrive Airlines' growth in revenue?

Increased fuel efficiency and service quality. Signup and view all the answers

What was Matt's primary emotional conflict regarding the deal with Thrive Airlines?

He feared making decisions that could lead to moral regrets. Signup and view all the answers

What reaction did Matt have upon receiving the news about the deal moving forward?

He was physically unwell and felt sick. Signup and view all the answers

How did Kendra feel about Matt's potential deal with Thrive Airlines?

She was uninterested in the financial aspects. Signup and view all the answers

What did Tony suggest to Matt regarding the regulatory tests?

To pretend that they had passed the tests. Signup and view all the answers

What was the significance of the deal with Thrive Airlines for Matt's career?

It represented a major milestone in his career. Signup and view all the answers

How did Matt describe his ability to work with clients?

He mentioned having high emotional intelligence. Signup and view all the answers

What was a major concern that caused Matt to have second thoughts about the deal?

The potential fallout with his grandfather. Signup and view all the answers

What motivated Thrive Airlines to pursue the deal with Matt's company?

Desire to innovate and lead the market. Signup and view all the answers

What did Jade from Thrive Airlines say regarding the test results?

Their absence would delay the process. Signup and view all the answers

What was the initial reaction of the Thrive Airlines team during their visit?

They showed strong enthusiasm for the technology. Signup and view all the answers

Study Notes

Thrive Airlines Deal

Thrive Airlines is a successful airline company with a 40% increase in revenue from the previous year
Thrive Airlines is looking for fuel-efficient engines to increase profitability
Turnbow Technologies develops the technology for fuel-efficient engines
Thrive Airlines is interested in acquiring Turnbow's technology, but it needs passed regulatory tests before it can be purchased
Tony, a senior leader at Turnbow, suggests falsifying test results, but Matt, a sales representative, is hesitant
Tony argues that falsifying test results is a common practice to “make deals happen”
Matt is conflicted - he knows that falsifying test results is unethical, but he is also motivated by the potential $7 million commission
The Thrive Airlines team visits Turnbow’s facility for a 10-hour evaluation of the engines
The Thrive Airlines team is impressed with the performance of the engines and is ready to proceed with the acquisition
The Thrive Airlines board approves the $252 million purchase of the technology
Matt is faced with a moral dilemma - he has to decide whether to go through with the deal, knowing it involves fraud
Matt is struggling with the decision, considering the potential financial benefits and the consequences for his family and career
Ultimately, Matt decides to not go through with the deal, choosing ethical behavior over financial gain

Turnbow Technologies Characters

Matt: a sales representative at Turnbow who is struggling with the ethical dilemma of falsifying test results
Tony: a senior leader at Turnbow who encourages Matt to go through with the deal
Jade Morgan: CEO of Thrive Airlines, interested in acquiring Turnbow’s technology
Randy: a person who encourages Matt to make decisions he will be proud of in the future
Kendra (Matt’s wife): encourages Matt to do the right thing, even if it means sacrificing financial gain

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Description

This quiz delves into the ethical dilemmas faced in corporate dealings, particularly within the airline industry. It focuses on the case of Thrive Airlines and its potential acquisition of fuel-efficient engine technology from Turnbow Technologies, highlighting the conflict between profitability and ethical standards. Test your understanding of corporate ethics and decision-making in a competitive environment.