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Planning:The First Step
We have established that the first step in sound management is planning. As field sales manager, you have planned well when:
1.You and your supervisor have reached agreed-upon objectives to be attained by a specific date, and have charted a course of action for achieving these objectives.
2.Each of your salespeople, in consultation with you, has agreed-upon objectives to be attained by a specific date and has determined upon a course of action for achieving these objectives.
Of course, you must find out what you are expected to do before you can start planning. How should you go about finding this out?
The Responsibilities of a Sales Manager
Consider the sight of a field sales manager undergoing an annual evaluation. ...
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