The Game No One Teaches

The Game No One Teaches - The Game No One Teaches At CLEMCO...

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The Game No One Teaches At CLEMCO you start at the bottom and work your way up “through the ranks”. All but one of the twenty-four vice presidents of this multi-billion-dollar sales organization began as a route salesperson. Adherence to this “promote from within” policy places a great deal of responsibility for development on the shoulders of the managers and supervisors. The national sales force is divided into ten geographical regions. Each region includes several districts which are composed of groups of six to eight route salespersons. The lowest rung on the ladder is the individual route salesperson. He or she regularly calls on from ten to twenty-five retail outlets – selling and merchandising CLEMCO products, giving ideas for promotions and advertising, taking inventory, and generally aiding the store manager in any way possible. Fred Pate is the supervisor of the number one sales group in the country. He is well aware that this reputation is made by those who work for him. Fred cherishes the recognition and bonuses that accompany the number one spot, and intends to keep it. Buzz Dean and Johnnie Milford are the top salesmen in Fred’s group. Buzz loves to sell, hates paperwork, and is often heard to remark that he makes real friends of his customers, and is always ready with a smile and a helping hand. He says, “If I meet someone I don’t like, that’s
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This note was uploaded on 04/17/2008 for the course MN 1025 taught by Professor Schack during the Spring '08 term at Royal Holloway.

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The Game No One Teaches - The Game No One Teaches At CLEMCO...

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