The sales manager of a company manufacturing orthopedic medical equipment attempts to hire salespeople based on the
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The sales manager of a company manufacturing orthopedic medical equipment attempts to hire salespeople based on the personalities of the customers. The sales manager uses the same process when assigning salespeople to customers. In other words, the similarity hypothesis discussed earlier is being applied. Does this process make sense? As a sales manager, would you use the similarity theory in hiring salespeople or assigning salespeople to customers? Why or why not?
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Related Book For
Sales Force Management Leadership Innovation Technology
ISBN: 9781138951723
12th Edition
Authors: Mark W. Johnston, Greg W. Marshall
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