The control system for a given sales organization falls on a continuum ranging from outcome-based control to:

Question

Quizplus · Accepted Answer

The given options for the control system of a sales organization are all valid, but behavior-based control is the next in line after outcome-based control, as it focuses on the behaviors and actions of salespeople rather than just the results they produce. Outcome-based control is the most results-oriented, and behavior-based control is more focused on the process and how the sales are achieved.

The Control System for a Given Sales Organization Falls on a Continuum