Selling 9th Edition by Stephen Castleberry,John Tanner

Exercise 1

Some companies are using contact management software to observe salespeople's activities and to supervise salespeople more closely. Some salespeople, though, are not supervised closely-as 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?