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Salesmen and Sales Managers Look at the District Manager
Spencer, Hollister
15/1  (Fall 1972): 98-105

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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