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

|Assumption|The goals of the organisation and the sales people are aligned|
|Favours||

<<image /static/files/MBI/Module%2020/organisationaltheory.jpg width:400>>

|OUTCOME CONTROL (high % commission)|BEHAVIOR CONTROL (high % salary)|h
|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.|
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sales_public
created
Sat, 10 Dec 2011 13:14:28 GMT
creator
dirkjan
modified
Sat, 10 Dec 2011 13:14:28 GMT
modifier
dirkjan
tags
M20
Term
creator
dirkjan