The Impact Study Of Formal Control Of The Salesforce To Supervisor Trust

Sales staff play a key role in the organization, how to motivate the sales staff shouldbe sales executives need to give priority to the issue. Especially considering thechallenges posed by the Western economic slowdown, the increasingly intense globalcompetition, as well as by several generations of labor constitute great differences ofthe values of employees. In order to achieve the purpose of better sell their products,many companies attach great importance to the sales staff incentives. The incentivesof the sales staff is a very special problem. This is due to the sales staff is not workingwithin the company, they are more dealing with external customers. Sales staff on theboss’s trust can stimulate the sense of responsibility of the sales staff to work.Building output control, activity control and ability control and sales personnel trusttheir superiors relationship model, designed to reveal the formal control of theimportant role of supervisors trust the sales staff, but also has a significant role in theregulation of traditional Chinese people in the trust relationship of the output control,active control and the ability to control with the sales staff on the boss.This study find that output control is significant to the role of trust in the supervisor’snegative sales staff, activity control and ability control have a significant positiveeffect on trust in supervisor of the sales staff of192sales staff. In addition, this studyidentified the relationship between formal control and sales personnel trust bossadjustment variables: the chinese traditionality, and adjust the regulatory role of thevariables were analyzed. Due to various constraints, this study still remains somelimitations, which were discussed in the last part of this paper. With reference to theselimitations, further research directions have also been presented.