Salesmen and Sales Managers Look at the District Manager

by Hollister Spencer

Fall 1972

Volume 15
Issue 1

Full Article Browse Issue



Focuses on the perception toward job qualifications of district manager at four different organizational levels in the U.S. Case study within the sales organization of a packaged foods manufacturer; Congruence in perception between the district manager and the sales force in the rankings of qualifications for the position of district manager; Lack of congruent management perception.

California Management Review

Berkeley-Haas's Premier Management Journal

Published at Berkeley Haas for more than sixty years, California Management Review seeks to share knowledge that challenges convention and shows a better way of doing business.

Learn more
Follow Us