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It’s OK if managers step in to help their sales staff – but not too much

By Daniel E. Chavez, Research Assistant Professor, University of Tennessee

Workers in sales might roll their eyes when they deal with a micromanaging boss. But many customers actually appreciate it if a store manager offers to help when they’re mulling over a purchase, whether it’s a dishwasher, a tablet or a lawnmower.

That’s the main finding of a new study I co-authored.

As a scholar of sales and pricing, I delved into this question, along with fellow researchers Molly…

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