I believe manipulation is a betrayal of a coworker or client’s trust, especially in sales. This summer, when I began working as a sales representative for CUTCO Cutlery, I was faced with the choice of standing by this conviction or blindly following orders. CUTCO recruits college students to sell their cutlery and kitchenware to people in their network. Salespeople have the challenge of asking clients to buy a product they generally wouldn’t purchase without incentive, like a luxury item or a less familiar brand. CUTCO knives fall into the second category; their high quality products are more durable, safer, and come with an unbeatable guarantee. But these perquisites come with a price, and manipulation as a salesman is hard to avoid. My managers gave me a manual with the sales pitch and instructed me to read from it, word for word.

 

The design of the pitch assumed that the client could afford and was willing to buy a expensive knife set.  I didn’t have any qualms when I was presenting to my friends who needed knives or were familiar with CUTCO. However, for those who weren’t interested in spending so much money, I felt the pitch was manipulating my relationship with the customer and putting a lot pressure on them to purchase something they didn’t want or need.  I expressed my concerns to my managers, but they told me that it was a tried-and-true strategy that the top sellers used. 

 

While I recognized the value of the cutlery and the profit I could make, I understood that some of my clients were not in a position to finance such an investment.  I didn’t feel comfortable pressuring a product on my friends and family members who weren’t interested.  My friendships are more valuable than the money I could make from selling them knives.  I was conflicted.  I built up so much stress trying to figure out what to do that I had difficulty sleeping.  I felt that I had only two options: follow orders or quit. 

 

Instead, I decided to try a new approach before I made my final decision. I tweaked the script, making the pitch more relatable and asking for the sale in a much less forceful way.  The small changes I made were sufficient to lessen the anxiety I had been feeling.  While I didn’t make as many big sales, my customers appreciated the product more and many of them bought smaller sets or individual knives.  My managers couldn’t complain because my consistent numbers allowed me to become the top seller in the office.  More importantly, I earned the respect and trust of my clients, some of whom have recommended me to their friends.

 

While working for CUTCO, I was faced with the dilemma of manipulating my friends to make a profit for myself and my company, or following my convictions and respecting their prudence as customers. In order to act conscientiously, I either had to break some of the rules or resign from my summer job.  In the end, I stayed with the company by disregarding the unethical instruction of my managers. I believe that it was the right decision.  The experience taught me how to properly respond to ethical conflicts that can arise in the workplace.  I also maintained a well paying job, built stronger relationships with the families in my community, and grew from the challenges I encountered.