2 Control of Distribution Expense –Aside from planning considerations, it is important that serious effort be given to controlling distribution expenses. Control is especially important, since (a) distribution expenses are frequently a significant portion of total expense, and (b) both sales management and sales personnel tend to view such expenses lightly, in some cases extravagantly, such as entertainment expenditures. Distribution expense control involves the same principles of control as manufacturing overhead. Control must be built around the concepts of (a) responsibility centers and (b) expense objectives.