This preview shows page 1. Sign up to view the full content.
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
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
- Spring '14