every businesses try to quantify, dissect, systemize and otherwise control every aspect of business in an effort to improve perfomance, in maximizing sales force potential will overlook all the sales force in organizational planning and systems analysis.
there are two basic viewpoints that myths about how to manage the sales force or feels the need to control them.
salespeople know best: some businesses are afraid to meddle with the sales force and rationalize the hand off approach by arguing that the sales person;
salespeople must be controlled: there are business that hold this point of view to strictly control the sales force salespeople in these business are;
