Marketing Communications

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Marketing Communications

241

Personified Promotion

TYPES OF SALES CONTROL

•    INFORMAL CONTROL

The sales executive’s ability to analyze changes in the sales environment or situation from

regular information received, though reports from salesperson, can be adequate, control

in the organization is small.

•    FORMAL CONTROL

This is achieved through formally written policies or guide lines by way of

1. Written sales policies.


2. Policy formulation and review.


3. Formal control over sales volume.


4. Budgetary control. (Still, Cundiff and Govoni, 1988)

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