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John Proctor's Dilemmas

Decent Essays

According to Johnston, M., & Marshall, G. (2009) there were some problems that occurred because there was no sales manager in charge of the sales team for DSI.
There were 3 situations in particular that I believe the guidance of a good sales manager could have made all the difference in the world. The first was the fact that members of the sales team were calling on random doctor’s offices. DSI was really pushing the EBT scanners. The EBT scanners were only used by certain types of physicians, so there was a lot of time being wasted trying to sell them to the wrong market. A good sales manager would have known this and disseminated that information to his sales force.
The second situation was that from time to time the salespeople would end

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