A sales manager requires each member of his sales force to make three calls per day on current customers,to call on two potential customers every week,and to sell a minimum of $10,000 worth of merchandise weekly. Which control method is the sales manager using?
A)normative
B)market-oriented
C)industrial betterment
D)objective

Question

A sales manager requires each member of his sales force to make three calls per day on current customers,to call on two potential customers every week,and to sell a minimum of $10,000 worth of merchandise weekly. Which control method is the sales manager using?
A)normative  
B)market-oriented  
C)industrial betterment  
D)objective

Quizplus · Accepted Answer

The sales manager is using objective control method by setting specific and measurable sales targets for the sales force. The targets include the number of calls on current customers, calls on potential customers, and minimum sales figures. This helps in monitoring and measuring the actual performance of the sales team against the desired performance, making it easier to identify and address any performance gaps.

A Sales Manager Requires Each Member of His Sales Force