The Workload Method

question 73

Multiple Choice

The workload method

• A) determines a fair and equitable compensation plan based on a weighted system for sales of different types of items or from different-sized territories.
• B) identifies the target market that most closely meets the special skills of the salesforce.
• C) determines the size of a salesforce by integrating the number of customers served, call frequency, call length, and available selling time to arrive at a salesforce size figure.
• D) describes what is to be achieved and where and how the selling effort of salespeople is to be deployed.
• E) determines when a company's salesforce becomes more profitable than independent sales agents to sell its company's products.

---

Definitions:

Cultural Issues

Challenges and considerations that arise from the interplay of different cultural beliefs, practices, and societal norms.

Supportive Care

Medical and non-medical care provided to improve the quality of life for patients who have serious or life-threatening diseases.

Interpreter

A person who translates oral communication between people who speak different languages.

Nonverbal Behaviors

Refers to the communication methods that do not involve spoken words, including gestures, facial expressions, and body language.