Thursday, November 18, 2010

Motivating the sales force

Book Mark
Selling Big to China
Morry Morgan
(http://www.wiley.com/)

Sales force management in China

An important section in Morry Morgan's Selling Big to China is on motivating the sales force, where the author begins by ruing that self-motivated Chinese staff are hard to come by. The irony is that China — with 1.3 billion citizens — has a management shortage, he adds. With the benefit of working in China, Morgan identifies three factors behind the shortage of leaders — lack of life experience, poor foresight, and poor teamwork.

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