Ethical Dilemma: Alberto Montes (A) Harvard Case Solution & Analysis

IMD-5-0708 © 2006
Turpin; Dominique

Alberto Montes; the salesman for Cosma & Cie; an Argentinian telecommunications business; is preparing to meet a vital Bolivian customer to conclude a major deal that would enable him to amass a $20,000 bonus and meet his sales goal for the year. The Question: How well equipped is Alberto Montes to secure the agreement?

Subjects: Ethics; Sales
Settings: Latin America; Telecommunications; 2006

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