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The Sales Leader's Problem Solver by Suzanne M. Paling

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Chapter 7The Mysterious Remote Salesperson

Vice president of sales Sharon wanted a dedicated field salesperson, not manufacturers’ reps and distributors, calling on the company’s customers in certain geographic areas. Finally, her boss approved and put the position in the budget. The salesperson she hired, Jan, would live and work on the West Coast, flying to the home office in the Midwest once a quarter.

At first, everything seemed fine. Having prior industry experience, Jan learned the products quickly. CRM notes indicated she called on her assigned accounts regularly. She was always available to video conference or chat on the phone when people at the home office needed to speak with her.

After a few months, things began to change. Jan’s dedicated ...

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