Final answer:
The sales manager faces an ethical dilemma in ensuring fairness in the assignment of sales territories to Sarah and Steve. Market forces can incentivize non-discriminatory practices by associating diversity and inclusivity with better profits and operational efficiency.
Step-by-step explanation:
The sales manager likely has an ethical dilemma in the area of fairness in the assignment of sales territories. Sarah and Steve are sales reps for a major pharmaceutical company operating in the same geographic area but focusing on different customer segments. When managing sales territories, ensuring equitable opportunities for sales reps is critical, and this is where ethical considerations come into play. The manager must ensure that Sarah, who calls on private practice physicians, and Steve, who calls on hospital groups, both have fair chances to succeed in their roles without bias or prejudice in the design or assignment of their sales territories.
Regarding market forces promoting non-discriminatory practices, such forces help businesses recognize that expanding their customer base or their pool of potential employees can lead to better profitability and operational efficiency. For instance, a local flower delivery business with a diverse customer base would be incentivized to cater to all clients equally to maximize sales and profits, while a traditionally male-dominated assembly line may need to hire women and minorities to meet its workforce needs. Therefore, market forces can encourage businesses to act in a less discriminatory manner by linking inclusive practices with beneficial outcomes.