Managing the Sales Force


Please read the docs attach and answer the following question.

Read both The National Sales Meeting, and Taking it to the Streets.

To be done individually.

1. Are David Coleman’s goals realistic? Why or why not? What would you do?

2. What are your initial impressions of Juanita Valdez and the sales reps? Who, in your opinion, is likely to succeed with PhisoTech over the long run? Who isn’t? Be specific in your answers.

3. After reviewing the evaluations, and reading the support materials, what are your impressions regarding the members of your team?

4. What specific additional information would you use for evaluation?

5. How many employees would you fire, and why.


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