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.

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Definitions:

Negative Affectivity

A personality characteristic that involves the predisposition to perceive a wide range of situations as negative or distressing.

Creativity

The capacity to create or identify ideas, options, or opportunities that could aid in problem-solving, communication, and entertainment.

Positive Affect

A dimension of emotional experience characterized by feelings of happiness, joy, and other positive emotions.

Happiness

A state of well-being and contentment characterized by emotions ranging from contentment to intense joy.