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Unformatted text preview: ve got here is a printout of all sales
personnel in my district for the past 12 months.
Have you seen any of this information? Adams: Well, I’ve seem some of it and … Squire: [interrupting] Good, then you probably realize
we’ve got a problem here. Over the past year your
performance has been 18 percent below the quota
that was established for you. You’re one of the four
reps whose performance is poor. Thirteen other
reps beat their quota. Have you had any problems
that I’m not aware of? Jack Adams was now looking out a window beside Bill
Squire’s desk. His palms were moist and his lips dry. He tried
to put his thoughts together, but his mind just seemed to race.
Squire: Jack, did …? Adams: Yeah, yeah—I heard you. [Folds his arms.] You
know, Bill, you’re new to this district, and perhaps
there is something you need to realize. I’ve worked
for this company for 15 years and I think, if you
check the records, I’ve always been a pretty good
sales rep—no, I’d say one of the best. I work hard.
I get along great with my customers and … Squire: Jack, now that you mention it, I had a complaint
about you a co...
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- Spring '14