1. Put yourself in Edith Botello’s place as a sales rep selling mattresses. Can you imagine situations in your job that might challenge your ethical conduct?

2. For retailers such as Mattress Firm, what are the major areas that should be covered in a company policy on ethics?

3. Revenue-based incentive compensation plans, by their very nature, pressure sales reps to generate high sales, which might cause unethical sales practices. How could an incentive compensation system be designed that stimulates sales generation, but safeguards ethical sales behavior at the same time?

4. Imagine you were a salesperson for Mattress Firm, just like Edith Botello. A customer walks into your store and, after awhile, shows great interest in a specific Tempur-Pedic. When it comes to the price, the customer mentions that your competitor across the street offered him exactly that mattress at a 10 percent lower price than Mattress Firm. You have some doubts that this statement is actually true, but you do not want to disgruntle and compromise the customer. How would you react?