The Sales Control System and Salespersons' 'Loafing on the Job'

摘要

Applying the agency theory, the authors analyzed the causes of"loafing on the job" on the part of salespersons and the advantages and disadvantages of different sales control systems: out-based sales control systems, behavior-based sales control systems and combinations of both. The authors thus propose three supervising incentive methods: a gradually increasing compensation plan, a promotion-based compensation policy, and efficiency wages.