When Dana Was Hired for the Sales Position in Austin

question 60

Essay

When Dana was hired for the sales position in Austin, she found that the previous rep had laid the foundation for several sales that resulted in half a million dollars in sales, even though Dana never called on those customers. Nancy had only a $200,000 increase, but she took over a territory that had not been called on for two years. How would you handle their evaluations and bonuses at the end of the year?

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