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Answer & Explanation:How best to control the sales force.docx
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How best to control the sales force
You are the regional sales man-agers of an organization that supplies high-quality windows and
doors to building supply centers nationwide. Over the last three years, the rate of sales growth
has slackened. There is increasing evidence that, to make their jobs easier, salespeople are
primarily servicing large customer accounts and ignoring small accounts. In addition, the
salespeople are not dealing promptly with customer questions and complaints, and this
inattention has resulted in a drop in after-sales service. You have talked about these problems,
and you are meeting to design a control system to increase both the amount of sales and the
quality of customer service.
Questions
1. Design a control system that you think will best motivate salespeople to achieve these goals.
2. What relative importance do you put on (a) output control, (b) behavior control, and (c)
organizational culture in this design?
…
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