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Wood Products Technical Salesperson

Real-Life Activities

Real-Life Decision Making -- Solution

You decide to refuse to sell him the No. 2 SPF joists.

This is the real-life decision that technical salesman Jake Potts would make. If you think the chances of a building collapsing are rare, people in the industry will tell you it's more common than you might think.

"I know of three collapses in my area last year," says Potts.

"Houses fall down. Ninety-nine percent of the time the problems we deal with aren't as serious as having the beam fall down. It's usually dealing with the crack in the ceiling, the shrinkage that causes the grout to crack, the floor that doesn't perform right; you complain about it every time you walk by the china cabinet. Those are the areas everybody ignores because they don't fall down," he says.

"Some people believe engineering is required because it is forced on us, not recognizing its value."

Salespeople rely on their reputations. Agreeing to do something as underhanded as substituting materials can cost them their reputation -- and it could cost someone their life.