| Abstract: | The field sales manager is an important member of any organization that has a field sales force. Field sales managers are critical from an operations and human relations point of view 14]. It is at this position that marketing plans meet field implementation. In addition, field sales managers embody management to the salesmen and in turn represent the salesmen to top management. Because of the boundary nature of this position, it is essential to have field sales managers who work harmoniously with both organizational levels. The man-in-the-middle nature of the position makes the field sales manager susceptible to the performance expectations of two diverse groups—sales and managerial personnel. |
