Dirkjan: Created page with "The Organisational Theory as it applies to sales incentives tells the following: {| class="wikitable" |Assumption |The goals of the organisation and the sales people are alig..."

2020-08-25T10:27:20Z

Created page with "The Organisational Theory as it applies to sales incentives tells the following: {| class="wikitable" |Assumption |The goals of the organisation and the sales people are alig..."

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The Organisational Theory as it applies to sales incentives tells the following:

{| class="wikitable"
|Assumption
|The goals of the organisation and the sales people are aligned
|-
|Favours
|
|-
|}

<html><img src = "/static/files/MBI/Module%2020/organisationaltheory.jpg" width="400"/></html>

{| class="wikitable"
!OUTCOME CONTROL (high % commission)
!BEHAVIOR CONTROL (high % salary)
|-
|Oriented toward personal bottom line
|More oriented toward mutual benefit
|-
|“Get off my back”
|Relatively cooperative w/ mgmt.
|-
|Take customers’ side more than management’s side
|Tends to see mgmt’s viewpoint more when balancing customer interests
|-
|Generates short-term results: sales, growth, etc.
|Generates strategic results: customer satisfaction, new product introduction, lower turnover, etc.
|-
|}
[[Category:sales]]

[[Category:M20]]

[[Category:Term]]

Organisational Theory - Applied to sales incentives - Revision history

Dirkjan: Created page with "The Organisational Theory as it applies to sales incentives tells the following: {| class="wikitable" |Assumption |The goals of the organisation and the sales people are alig..."