In this assignment, you will identify and discuss the nine critical stages in developing a monitor and control process for a firm's sales force. In addition, using a product or service of your choice, provide a one-sentence example for each stage.

The following are the 9 Stages

1. Identify the process to control. Clarify the control system's focus. 2. Decide and define measures. Options include input, intermediate, output variables. The firm must also decide when to measure, and devise a process for developing standards. 3. Develop measurement system. Figure out a system to collect, integrate, analyze relevant data, and distribute results. 4. Set standards. Decide which standards to apply for each measure. Generally, standards flow from action programs related to the market strategy. Of course, standards likely differ by market segment. 5. Measure results. Using the measurement system from step 3, collect, integrate, analyze, and distribute results. 6. Compare results against standards; identify gaps and variances. Compare results step 5 against standards step 4 to identify performance gaps and variances. 7. Understand and communicate performance gaps. Communicate data and interpretation of performance gaps to executives responsible for taking action. Some gaps will be positive results exceed standards. Other gaps will be negative results are inferior to standards. 8. Generate and evaluate alternatives. Executives identify alternative corrective actions to close negative gaps. Large positive gaps may indicate a requirement for higher performance standards. Executives should always question appropriateness of the original standards. 9. Select alternatives and take action. Executives select courses of action, then develop and implement action plans