Frontline territory managers performance :
Master of Business Administration Executive
Faculty / School
Faculty of Business Administration (FBA)
Year of Award
MBA Executive Research Project
Sales Managers -- Development | Job evaluation | Performance evaluation -- Managers
This research examines the problems and challenges faced by the frontline sales teams of oil marketing company. The aim of the project is to provide a practical solution which helps to narrow the gap in coaching and development of territory managers who face the problem of inadequate time to focus on their core job activities and are engaged in non-core activities which makes them less effective and perform below expectations. The research also provides a comprehensive strategy for the development of a support structure which would help delivers the job targets more efficiently. Methodology: The research method for this research is a mixture of quantitative and qualitative in nature. A survey methodology is used to gather the data. a questionnaire was designed of 17 questions.
Asif, O. (2020). Frontline territory managers performance : (Unpublished graduate research project). Institute of Business Administration, Pakistan. Retrieved from https://ir.iba.edu.pk/research-projects-emba/214
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