Salesforce Control Techniques: A Comparison of Sales Managers and Salespeople Perceptions

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Abstract
Controlling the activities of salespeople is a difficult but crucial task that sales managers must perform. This research presents [mdings from a series of focus groups and from a national survey of sales managers and salespeople concerning their use of control tools and techniques. Comparisons are drawn between the perceptions of sales managers and the perceptions of salespeople concerning these techniques. Findings indicate that salespeople have different perceptions of control tools and techniques than do sales managers. Implications for adjusting the perceptions of both salespeople and sales managers are offered.