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 of the following control methods does this indicate the sales manager is using?
A)normative
B)market-oriented
C)industrial betterment
D)objective
E)administrative

Question

Quizplus · Accepted Answer

The sales manager is using objective control methods by setting specific, measurable targets for the sales force, such as the number of calls and sales amount.

A Sales Manager Requires Each Member of His Sales Force