ABSTRACT
As a new member of Acme Instruments Corporation, Terry Peters was just beginning to learn the ropes concerning his responsibilities as a fi eld sales rep calling on hospitals, medical laboratories, and other medical facilities. His job entailed regular sales calls on each of his assigned accounts to provide product information and to take orders for new and replacement medical instruments products. Since he was one of fi ve sales reps in the Northeast region, he, along with his fellow team members, traveled extensively from account to account in a widespread geographic area. Terry’s territory covered western Massachusetts, northern New York, and Vermont. It was not unusual for him to be “on the road” for two and sometimes three nights a week. In order to properly cover his accounts, it was important for him to have a dependable, comfortable automobile. Terry was confronted with a questionable issue regarding the reimbursement for his automobile and other travel expenses. Terry was in a tough situation. His boss was asking him to do something that Terry believed bordered on dishonesty. However, if he refused to go along, he was pretty sure that his position as a sales representative with Acme would be seriously jeopardized.
