sales management ( discussion E)

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Discussion E

Welcome to the final discussion. In this course you will be introduced to a topic in the discussion. The first week of the module you will write about your initial thoughts after reviewing the resources. The initial post should be at least 300 words.

During the following week you will reply to at least two of your classmates. The replies should be at least 100 words. See the discussion rubric for more details on grading.

Discussions should always be completed prior to “class.” If you are in an online class or an on ground course this is prior to the lesson portion of the week. Are you ready to begin?

1. Review the following:

Jackie Hitchcock, recently promoted to district sales manager, faced a new problem she wasn’t sure how to resolve. The district’s top sales rep is also the district’s number-one problem. Brad Coombs traditionally leads the company in sales but also leads the company in problems. He has broken every rule, bent every policy, deviated from every guideline and has been less than truthful. Jackie knew that Brad has not done anything illegal, but she was worried that something serious could happened. Other problems with Brad include not preparing call reports on time, failing to show up at trade shows, and not attending sales training programs.

2. Initial Post (300 words)
  • How should Jackie handle this problem? Specifically, how can the performance evaluation process help Jackie deal with Brad?

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