As a sales manager for a baby food concern, you want to evaluate the ability of your representatives to obtain good shelf space in grocery stores. How would you do this? Before implementing this process, you call a meeting of your reps to explain your evaluation process to them. What would you say?
Spiro, R. L., Rich, G. A., & Stanton, W. J. (2008). Management of a sales force (12th ed., 458-461). New York: McGraw-Hill/Irwin.
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