A consumer electronics manufacturer's Great Lakes Sales District has eight salespeople who call on retail outlets. This district is one of four that report to the Midwest Sales Region. The Midwest Sales Region is one of three regions into which the country is divided. Recently, a new Great Lakes District manager was appointed. The new manager is reviewing the regional manager's assessment of each of the eight salespeople in the Great Lakes District:

Jack Aaron: Jack is in his mid-twenties with one year of sales experience in the food services industry prior to joining the company a year ago. Jack's territory was a problem before his arrival. Jack is a friendly guy who seems eager to learn and works hard, but he is not exceptionally ...

Get The Complete Guide to Accelerating Sales Force Performance now with O’Reilly online learning.

O’Reilly members experience live online training, plus books, videos, and digital content from 200+ publishers.