Goals and Objectives Reflect the Selling Environment as Well as the Culture and Values of the Sales Force

In Japanese schools, everyone is expected to reach the same level in every subject. It is not sufficient to study mathematics for the same number of years as everyone else; you must study mathematics until you have the required ability. In American schools, students study primarily the subjects that they like, which is often those subjects that they are good at. American and Japanese schools have opposing values. American schools develop student strengths, while Japanese schools remove student weaknesses. Should we set goals to improve our deficiencies, or should we set goals that capitalize on our strengths? These opposing strategies show ...

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