Setting Realistic Goals

Robert S. Fleming

Chapter 1.20 in Stories to Tell Your Students, 2011, pp 42-44 from Palgrave Macmillan

Abstract: Abstract Several years ago, a major oil company initiated an aggressive strategic planning process that was announced at a corporate meeting. Corporate, division, and territory managers all attended the meeting. The concept of strategic planning was new to most of the management personnel, particularly those with responsibilities at the territory level. The sales organization was structured as a geographic organization with the retail units organized into territories that reported to a divisional management structure. The manager of each territory was typically responsible for fourteen-sixteen retail locations.

Keywords: Goal setting; Motivation; Rewards; Strategic planning (search for similar items in EconPapers)
Date: 2011
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Persistent link: https://EconPapers.repec.org/RePEc:pal:palchp:978-0-230-37043-2_20

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DOI: 10.1057/9780230370432_20

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