You Are A New Salesperson At A Large Software Manufacturing Firm

You are a new salesperson at a large software manufacturing firm. It is three weeks from

the end of the sales quarter and you and your sales manager are sitting pretty—you have

both already met your sales quota for the quarter. In addition, you just closed another deal

with a new customer for $100,000 of software and customer service. This order would put

you way over your sales quota for the current quarter. Your manager suggests that you

hold this new order so it gets recorded against next quarter. She explains that because

sales during the next three months tend to slow down, salespeople frequently miss their

quotas and associated sales bonuses for that quarter. Holding this large order to next

quarter would help you get an excellent start and almost guarantee that you meet your

quota. What would you do?

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