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Marsh seemed to make steady progress in improving his sales performance when the supervisors held a balanced view toward his bad work habits. His self-confidence and work enthusiasm were greatly eroded by the other supervisors who were overcritical about his weaknesses in organization, planning, and adjustment to new directives...
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Every new district manager had read about Marsh's complete file and become familiar with past obstacles to his development. It went to the extent that Marsh's last supervisor, Ted Franklin, seemed to be preoccupied by Marsh's sizable personal history folder before his first meeting with Marsh. While a subordinate's file may provide some insights into his or her development in the firm, it may also cause premature closure regarding the seriousness of the subordinate's weaknesses...
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7up India: Approach To Solve A Managerial Decision Problem - Improving Monthly Sales
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Kramer Pharmaceuticals Inc
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