As sales director for On-the-Go Logistics you have been tasked with creating a sales team for a

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As sales director for On-the-Go Logistics you have been tasked with creating a sales team for a new major account—Gigatron (an online multi-product vendor similar to Amazon). Gigatron is based in London and is fast becoming a world leader in online sales. Your company specializes in creating complex logistics solutions for companies. On-the-Go Logistics is based in Chicago and in the past all their key accounts have been in the U.S., although they have a relatively small sales office in the U.K. to handle the customer base there. Much of their business is in Europe and they would like the On-the-Go key account manager and team to be based in London and comprised entirely of Europeans. Ah, but guess what—your best and most qualified salespeople are all Americans and several would love to move to London. If you promote someone from the company’s smaller, less experienced European staff you are certain there will be a problem with some of the more experienced, American based salespeople and you also wonder if anybody promoted from the European office will be able to properly manage such a key account. As sales director, what is the best solution and why?

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