What are the problems in StepSmart’s New England district? * What should Cooper do, as he takes over the district, to address these problems? What are the key decisions Cooper must make in his role as district director? Part II (900-1050 words) What does it take to be a good StepSmart salesperson * Evaluate each sales person in the district. Who is the top performer? Why? Who is Coopers’s biggest problem? What can/should e do about it? * Which salespeople are not performing as they should? Which of these under-performers can be motivated to be a good StepSmart salesperson? Why? Part III (500-600 words) What specific goals should Cooper set for each salesperson? * How can cooper ensure those individual goals are accomplished? * Evaluate territorial assignments in the New England district. Is the sales force organized and deployed properly?
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