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Sales management Essay Topics & Paper Examples

Maureen Frye

Marureen Frye made numerous mistakes in trying to implement her plan, a plan that was going to directly affect the salespeople of Quaker Steel Company as well as the District Sales Managers (DSMs), among other departments in the company. Her major mistake was sending a short-descriptive memo to the sales representatives. Why was this a major mistake? For one, Frye is trying to change the way the sales people allocate their time between big and small accounts, and yet she has not spend enough time in the field and with these salespeople. Although her simulations to optimize sales efforts might be correct, they are based on cold numbers and computations, sitting behind a computer, without taking into account the human…