maximizing sales force potential.
every businesses try to quantify, dissect, systemize and otherwise control every aspect of business in an effort to improve perfomance, in maximizing sales force potential will overlook all the sales force in organizational planning and systems analysis.
there are two basic viewpoints that myths about how to manage the sales force or feels the need to control them.
salespeople know best: some businesses are afraid to meddle with the sales force and rationalize the hand off approach by arguing that the sales person;
- is closer to what the customers needs are
- knows best what the customers need are
- can best determine how receptive the customer is to the business products.
- income is tied to their sales performance and therefore they will just naturally do whatever is necessary to move as mush product as possible.
salespeople must be controlled: there are business that hold this point of view to strictly control the sales force salespeople in these business are;
- suspected of giving away farm to get a sale.
- not completely trusted so they must be controlled to the nth degree
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