Management 2nd Edition by Scott Snell ,Thomas Bateman

Exercise 1

In the situation described in Question 3, what actions would you need to take if sales fell far below the budgeted level? What, if any, actions would you need to take if sales far exceeded the sales budget? If sales are right on target, does effective controlling require any response from you? (Would your answer differ if the department were on target overall, but some salespeople fell short and others exceeded their target?)