A sales manager has implemented a programme for his salespeople that involves a meeting with each salesperson, during which the sales manager gives the salesperson the yearly quota for the salesperson's territory.The sales manager has missed the key concept in management by objectives, which is
A) reducing the paperwork involved in the MBO process.
B) a mutual understanding of the punishment to be given if the salesperson does not meet the goal set by the sales manager.
C) mutual goal setting between the sales manager and the salesperson.
D) documentation of the sales quota in the salesperson's personnel file.
E) ensuring that the economy can support the sales quota assigned.

Question

Quizplus · Accepted Answer

The sales manager has missed the key concept of mutual goal setting between the sales manager and the salesperson. The salesperson should be involved in the goal setting process to ensure that the goals are achievable and meaningful to them. The other options are not the key concept of management by objectives.

A Sales Manager Has Implemented a Programme for His Salespeople