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Yon are the regional sales man-agers of an organization that supplies high-quality windows and servicing large customer accounts and ignoring small accounts. In addition, the salespeople are not dealing promptly with customer questions and complaints, and this inattention has resulted in a drop in after-sales service. You have doors to building supply centers nationwide. Over the last three years, the rate of sales growth talked about these problems, and you are meeting to design a con-trol system to increase both the amount of sales and the quality of customer service.
1. Design a control system that you think will best motivate has slackened. There is increasing evidence that, to make their jobs easier, salespeople are primarily salespeople to achieve these goals.
2. What relative importance do you put on
(a) output control,
(b) behavior control, and
(c) organizational culture in this design?
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