Lisa inherits a sales force that does what it wants. She wants to increase her control. How can she control her sales force?
A) By establishing operating procedures and policies
B) By delegating more sales responsibilities to independent representatives
C) Through assertiveness training classes
D) Through understanding the needs of her sales force
E) All of the above

Question

Quizplus · Accepted Answer

The best way for Lisa to increase her control over her sales force is by establishing operating procedures and policies. This will provide clarity and structure for the sales force to follow, allowing Lisa to have more control over their actions. Delegating responsibilities to independent representatives or offering assertiveness training classes may be useful strategies for improving sales performance, but they are not necessarily effective for controlling the actions of the sales force. Understanding the needs of the sales force is also important, but this alone will not provide greater control over their actions.

Lisa Inherits a Sales Force That Does What It Wants