Write an e-mail.• As the sales manager of Sol-Way, Inc., you must refuse to sell your Sol-Way solar collectors to the Dusek Construction Company. After viewing your website, they sent by email an order worth $64,544. But the prices they used came from the password-protected distributors only section of your website, intended and clearly labeled for your dealers only. You sell exclusively through dealers. You thought you made this clear on the web, but apparently Alfred Dusek, the Dusek president, found a way to obtain these prices. Your dealer in his area is Eli Toms and Son.• Sol-Way management thinks that selling through exclusive dealers is necessary. After all, your technique of collecting and using solar energy is only in its infant stage, and consumers often need technical help. Thus factory-trained technicians are available at every dealership. Experience has shown that they are necessary.• Your task now is to write a message to Mr. Dusek explaining Sol-Way’s distribution method and defending it. Probably Mr. Dusek already has learned much about your product from your website—how it uses its exclusive evacuated-glass-tubing technology to convert sunlight into useful heat, how the tubing is vacuum insulated, how it retains heat, how it collects both direct and diffused light, and such. It is a significant improvement over flat-plate collectors. You may want to note some of its points in your response. As Dusek is a good respective customer, be most tactful in your refusal.

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