When salesmen are doing well, there is pressure upon them to begin doing better, for fear they may start doing worse. When they are doing poorly, they are doing terribly. When a salesman lands a large order or brings in an important new account, his elation is brief, for there is danger he might lose that large order or important new account to a salesman from a competing company (or from a competing division of this company, which shows how complex and orderly the company has become) the next time around. It might even be canceled before it is filled, in which case no one is certain if anything was gained or lost. So there is crisis and alarm even in their triumphs.
EXCERPT FROM
Heller, Joseph. "SOMETHING HAPPENED." A Dell Book, 2011-09-01. iBooks.
This material may be protected by copyright.
No comments:
Post a Comment