5. Jackie Hitchcock, recently promoted to district sales manager, faced a new problem she wasn't sure...

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5. Jackie Hitchcock, recently promoted to district sales manager, faced a new problem she wasn't sure how to resolve. The district's top sales rep is also the district's number-one problem. Brad Coombs traditionally leads the company in saies but also leads the com- pany in problems. He has broken every rule, bent every policy, deviated from guidelines, and been less than truthful. Jackie knew Brad had never done anything illegal, but she was worried that something serious could happen. Other problems with Brad include not preparing call reports on time, failing to show up at trade shows, and not attend- ing sales training programs. How should Jackie handle this problem? How does a sales manager manage a maverick sales rep? Specifically, how can the performance evalua- tion process help Jackie deal with Brad? 5. Jackie Hitchcock, recently promoted to district sales manager, faced a new problem she wasn't sure how to resolve. The district's top sales rep is also the district's number-one problem. Brad Coombs traditionally leads the company in saies but also leads the com- pany in problems. He has broken every rule, bent every policy, deviated from guidelines, and been less than truthful. Jackie knew Brad had never done anything illegal, but she was worried that something serious could happen. Other problems with Brad include not preparing call reports on time, failing to show up at trade shows, and not attend- ing sales training programs. How should Jackie handle this problem? How does a sales manager manage a maverick sales rep? Specifically, how can the performance evalua- tion process help Jackie deal with Brad?

Answer rating: 100% (QA)

The issue relates to an employee which the sales manager is finding difficult to handle owing to his ... View the full answer