In their dealings with salespeople, sales managers have been criticized for placing too much emphasis on

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Sales managers have been criticized for using too much of Reward power, such as offering incentives or promotions to salespeople to meet targets, and Coercive power, such as threatening negative consequences for not achieving sales goals. This can lead to a sales culture that focuses solely on meeting targets at any cost, rather than building strong customer relationships and providing value to customers.

In Their Dealings with Salespeople, Sales Managers Have Been Criticized