As i was saying the territory reassignments have

Info iconThis preview shows page 1. Sign up to view the full content.

View Full Document Right Arrow Icon
This is the end of the preview. Sign up to access the rest of the document.

Unformatted text preview: uple of weeks ago. Kathy Burgess in purchasing at McGabe Company wrote me a letter saying you hadn’t been in contact with them for over a month. Andy, who used to have that account, visited them weekly. How can you hope to make the quota if you don’t make contact with the customer? Adams: Andy had that account when the territory was onethird as big and … Squire: All right, Jack, I realize the territory reassignments have affected reps a little bit … Adams [excitedly]: A little bit … Squire [raising his hand]: Hold on, hold on—let me finish. As I was saying, the territory reassignments have meant adjusting. But, Jack, that means hard Jack felt a lot of pressure in the back of his neck. His face felt flushed. Open up, he thought to himself, I don’t even know this guy. This is what I get after 15 years. He breathed deeply. Adams: [calmly] Couldn’t we try this again. I may have had more trouble than others with the change in territories … [pause] … I guess it’s possible. But maybe, just maybe, the reassignment did af...
View Full Document

Ask a homework question - tutors are online