Counterpoint: Unfortunately, Heaven Is Not the "Real" World for Senior Managers

Spino, William D.; Friedberg, James R.
January 1999
Journal of Personal Selling & Sales Management;Winter99, Vol. 19 Issue 1, p67
Academic Journal
The article focuses on the survey research from three sales-driven companies about how the perceptions of sales personnel relate to senior management and company profitability. Perceptual research is important to test the validity of the perceptions or insights of sales personnel to be a successful guide in policy decision making. Perception also plays an important role in assessing the various role managers need to perform. A role of dichotomy, or duality of perception may exist between salespeople and senior managers. An example of this arise in the implementation of disciplinary responsibility. On the side of the senior manager, he will not always be perceived as caring to the person being disciplined, conversely, a sales representative recognized for great sales performance would like to have a totally different perception of that manager's degree of caring. Lastly, senior managers need to examine the cause of negative perceptions of these sales personnel before accepting conclusions of sales force discontentment and generalized those findings into massive change strategies.


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