Frontline territory managers performance :


Omer Asif


Master of Business Administration Executive

Faculty / School

Faculty of Business Administration (FBA)

Year of Award

Spring 2020

Project Type

MBA Executive Research Project

Access Type

Restricted Access


Sales Managers -- Development | Job evaluation | Performance evaluation -- Managers

Executive Summary

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.

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