Instead of individual salespeople calling on its business customers,Cedartree Tech uses sales teams composed of marketing personnel,engineers,human resource personnel,and buyer-seller liaisons. The sales team is given complete responsibility for developing long-term partnering relationships with each customer. Which of the following kinds of controls would the company's sales managers most likely approve?
A)human resource control
B)participative control
C)self-control
D)concertive control

Question

Instead of individual salespeople calling on its business customers,Cedartree Tech uses sales teams composed of marketing personnel,engineers,human resource personnel,and buyer-seller liaisons. The sales team is given complete responsibility for developing long-term partnering relationships with each customer. Which of the following kinds of controls would the company's sales managers most likely approve?
A)human resource control  
B)participative control  
C)self-control  
D)concertive control

Quizplus · Accepted Answer

The company's approach to sales is based on teamwork, collaboration and interdependence among team members. This aligns with the principles of concertive control which emphasizes the importance of shared values, norms and goals among team members in order to achieve organizational objectives. In this case, sales managers are most likely to approve of concertive control as it empowers the sales team to work collaboratively to develop long-term relationships with customers. Human resource control, participative control, and self-control are less likely to be applicable in this scenario.

Instead of Individual Salespeople Calling on Its Business Customers,Cedartree Tech