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Talent Management

Salesmen and Sales Managers Look at the District Manager

Hollister Spencer

ArticleIn-Depth
Abstract
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.
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Fall 1972

Volume 15
Issue 1


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California Management Review

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.

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