I employ Salesguy X, we’ll call him Ted, who works only with distributors. Distributors get a price break.
Ted starts talking to a new distributor. Ted discovers that this new distributor will have a huge markup on our materials. Ted decides that the new distributor can afford to pay higher prices. Ted doesn’t offer the new distributor the price break we always offer distributors.
This infuriates me. To me, it’s dishonest and makes my company look like we’re cheating.
To Ted, since new distributor agreed to the price, everything is fine.
Am I overreacting?