More frequent and formal communication between sales manager and salespeople is likely to result in greater salesperson performance and job satisfaction.
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Q86: Because salespeople have legitimate power in dealing
Q87: Assigning a salesperson lacking self-confidence to work
Q88: As an influence strategy, manipulation specifies a
Q89: When a sales manager attempts to control
Q90: All communication with the salesforce must be
Q92: Both front-line sales managers and salespeople believe
Q93: In the coaching role, sales managers concentrate
Q94: By holding coaching sessions after each sales
Q95: Researchers have suggested that the use of
Q96: In coaching, the sales manager should ask
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