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James M Heidema's Articles in Management

  • Managing a Salesperson
    Managers who have not been salesmen often have trouble managing them. They would appear to not understand the salesperson's situation. First, a salesperson is a unique individual. The professional ones are energized by the chase of the sale. They are driven by the challenge of finding a potential customer, creating a need for a product, closing the sale and earning the commission. Often salespeople are loners, they work on their own and sell on their own.

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