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Question

You are the regional sales manager 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 with top–management and you are going to design a control system to increase both the amount of sales and the quality of customer service.

1. Design a control system that you think will best motivate salespeople to achieve these goals.

2. What relative importance do you put on output control, behavior control and organizational culture in this design

Answer 1

Reward salespeople on customer audits.

Make full commission include a customer audit program.