One vital function of the field manager as a developer of salespeople is communications. As shown in Figure 6-1, managers wield influence through their communications upward all the way to the board of directors. Top management cannot function effectively without knowing what is happening in the marketplace. Field sales managers are the people who can best communicate this vital information to the top officers. They also have considerable influence over the entire marketing organization beginning with their own bosses and continuing all the way down to the customers. Communicating downward though their sales reps, they supply to them and their customers the vital information that is the very foundation of the entire ...

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