Which of the following is/are possible reasons why a manager may institute behavior based control procedures?
A) it leads to more knowledgeable and expert salespeople.
B) it encourages salespeople to achieve company goals.
C) it greatly reduces the amount of time salespeople are expected to spend planning their calls and on sales support activities.
D) two of the above, and they are a and
E) all of the above.

Question

Quizplus · Accepted Answer

Behavior based control procedures are typically implemented to encourage salespeople to achieve company goals and to help them become more knowledgeable and expert in their work. While these procedures may not reduce the amount of time salespeople spend planning their calls and conducting sales support activities, they can help salespeople to be more effective in their work and to better serve the needs of their customers. Ultimately, the goal of behavior based control procedures is to improve the performance of salespeople and to help them achieve greater success in their roles within the organization.

Which of the Following Is/are Possible Reasons Why a Manager