Selling: Building Partnerships 7th Edition by Barton Weitz,Stephen Castleberry ,John Tanner

Exercise 18

Some companies are using contact manag e ment software to observe salespeople ' s activities and to supervise salespeople more closely. Some salespeople, though, are not supervised closely -a s long as they close enough sales, the company is satisfied. To what extent should salespeople be allowed to manage themselves What risks do you take as a sales manager when you allow self-management among salespeople How can you minimize those risks