How can personal selling costs be controlled?

Question

Quizplus · Accepted Answer

Adjusting the size of the sales force in one-person increments allows for precise and specific control of personal selling costs. This approach allows the company to add or reduce the number of salespeople as needed, avoiding the expenses associated with dropping and replacing the entire sales force. Increasing the time that the sales force spends on personal selling or offering benefits such as stock options may increase costs rather than control them, while adjusting the size of the sales force en masse may not offer enough precision in controlling costs. Personal selling costs can be controlled by adjusting the size of the sales force (and resulting expenses)in one-person increments

How Can Personal Selling Costs Be Controlled