TY  - JOUR
AB  - In the highly competitive business world of today, many managers have a tendency to micro manage their field sales employees. These managers have good intentions of trying to help the representatives accomplish the various tasks and directives that have been set by upper management. However, this type of approach often results in a lack of productivity. Managers and representatives become focused on tasks and often lose sight of the big picture. This article presents four key strategies to help sales managers avoid the micro management trap and to increase productivity of the field sales representative.
VL  - 38
IS  - 5
SN  - 0025-1747
DO  - 10.1108/00251740010340544
UR  - https://doi.org/10.1108/00251740010340544
AU  - Wright Robert F.
PY  - 2000
Y1  - 2000/01/01
TI  - Strategies for avoiding the micro management trap
T2  - Management Decision
PB  - MCB UP Ltd
SP  - 362
EP  - 364
Y2  - 2024/04/25
ER  -