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Discussion :
Action-to-Results Connections essentially follows the "you get out of it what you put into it" cliché. Consider Example 3 on Page 56 of your text involving Tom the salesperson. There is a disparity between the number he perceives and the actual number of cold calls that result in sales.
• Explain why Tom's perception of effectiveness varies so greatly from his manager's grasp of reality.
• Propose how you think Tom might react if his manager told him to stop conducting cold calls as a form of generating sales. Assume the role of his manager and justify your situation in a manner that keeps Tom motivated to sell pharmaceutical products.
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