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Book: Sales Management: Shaping future sales leaders, 2nd edition: by Tanner, Honeycutt, and Erffmeyer. ASSESSING THE PERFORMANCE OF THE SALES FORCE AND THE PEOPLE WHO

Book: Sales Management: Shaping future sales leaders, 2nd edition: by Tanner, Honeycutt, and Erffmeyer.

ASSESSING THE PERFORMANCE OF THE SALES FORCE AND THE PEOPLE WHO COMPRISE IT

Questions and Problems

1. What is the relationship between managerial control and sales team evaluations?

When managers make decisions without the benefit of accurate information, what

is the likely outcome?

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