Engineering Commons^™

The Control Of Industrial Sales Operations, Herbert Gieser

Theses

With selling becoming so competitive in the past quarter century, managerial control over the sales organization is necessary for survivals Essentially, controls cover the regulation and administration of territories, expenses, and the measurement of performance.

The purpose of this thesis is to investigate the various phases of controls, the many plans which can be applied, and the advantages and disadvantages of these plans. Emphasis is placed on the case studies of some of the many firms which have put these control programs to work successfully.

This thesis is intended for management executives, sales managers, and sales staff executives in equipping …