No sales-person of a shop could reach the monthly sales target, even with full effort. While analysing the deviation, the manager found that the target itself had been fixed at a level that nobody in the shop could reach.
Which cause of deviation did the manager find?
Answer & explanation
Correct answer: option 2
The correct answer is Option (2) → Unrealistic standards
Option (1) Defective process — Incorrect. A defective process is a fault in the way the work is done, such as a poor method. The sales-persons gave full effort, and no fault in their method is found.
Option (2) Unrealistic standards — Correct. A target set at a level nobody can reach is an unrealistic standard. The deviation came from the target itself. Standards should be realistic and be changed when needed.
Option (3) Inadequacy of resources — Incorrect. This means too little money, staff, material or equipment for the work. The case shows no shortage of any kind.
Option (4) Environmental factors — Incorrect. These are outside forces, such as competition or a fall in demand, beyond the control of the organisation. The manager found the cause inside the shop.
NCERT (2026-27 Edition):
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