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The Art of Modern Sales Management: Driving Performance in a Connected World by Renie MacClay

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6

Managing Global Sales Teams

Claude Chadillon

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Tim is a manager working for a large farm implement manufacturer in the Midwest. While visiting one of their international partners in England, he conducted a joint sales call with the lead territory sales representative and three-time top sales club winner, Andrew.

Tim began the meeting by introducing himself and showcasing the latest and most innovative benefits of their products. Throughout the call, Tim and Andrew seemed very misaligned. Phillip, the purchaser at a major distributor, seemed disinterested ...

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