A petroleum firm with a sales force of 300 people planned


Your response should be at least 350 words in length. Please use my course book ONLY! All sources used, including the textbook, must be referenced; paraphrased and quoted material must have accompanying citations.

Course Textbook

Spiro, R. L., Rich, G.A., & Stanton, W. J. (2008). Management of a sales force (12th ed.). New York, NY: McGraw-Hill/Irwin.

Question:

A petroleum firm with a sales force of 300 people planned to sell its fleet of company-owned automobiles and have the salespeople use their own cars instead. What problems are involved in this change? What actions should the petroleum firm take to address them?

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