Good dealers can name their best salespersons without thinking twice. They also know exactly what the best and worst mean to the bottom line. Top performers, they say, are more productive, as well as being good stewards of company assets and representatives of company values. Conversely salespersons at the bottom are a constant roll of the dice. At best, they are less productive, less dependable and less loyal. At worst, they abuse customer relations, threaten the dealership’s reputation ...

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