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What are the most important qualities that your company

DQ 1 -

a) What are the most important qualities that your company should look for in an area sales manager?

b) Which of the two candidates would you recommend for the job? Why?

c) Each of the candidates has some strengths and weaknesses they would bring to the job. What do you consider the major weaknesses of each candidate? Why?

DQ 2 -

a) Assess yourself on the four self-management dimensions (closing, consultative, relationship, and display dimensions) described in the scenario. How do you rate on these dimensions?

b) Give two examples of sales positions that would rate high on each of the dimensions.

c) How important are each of these dimensions in a transactional account relationship?

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