Robert is the CEO of a small firm which manufactures inverters. Company sales have been increasing, and Robert finds it increasingly difficult to manage the salespeople. The company has a sufficient number of salespeople, but they are not able to reach all current and potential customers. Robert also has difficulties in evaluating the performance of salespeople. What advice can you give Robert?
A. Robert can ask the salespeople to work overtime to obtain better coverage.
B. Robert can ask salespeople to report directly to him, and he can use the authoritative management style.
C. Robert can appoint more supervisors for managing and evaluating the sales force.
D. Robert can manage the salespeople by assigning each of them to different groups of customers.
E. Robert can hire more salespeople to have better sales coverage.
Answer: D
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