What should Sal consider when she is deciding how to respond to Tom’s opinions?
Sal is a sales manager for a multinational footwear company specializing in casual and athletic shoes. Traditionally, training has been limited to break-out sessions at the biannual sales conference held in Kansas City each year. But increasingly, production has moved from Korea to China and India. The company now has sales operations in twenty-five countries on four continents. Sal argues with Tom, the VP of marketing, that the traditional sales conference is inadequate given the new global focus in both production and sales. Tom argues that “training is training!” It doesn’t matter where the people are when they get trained, and any sales rep worth their salt doesn’t need to be retrained more than once every two years! Sal walks away determined to revamp the sales training program to make her division and the company more successful.
- What should Sal consider when she is deciding how to respond to Tom’s opinions?
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