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:

Adverse Selection

A situation in which one party in a transaction has more information than the other, often leading to an unfavorable selection process.

Screening

The process of evaluating or testing something or someone to determine if certain criteria or standards are met, often used for selection purposes.

Signaling

The process by which one party conveys some meaningful information about itself to another party, often seen in contexts like job markets and education.

Risk-Averse

A description of an investor or decision-maker who prefers to avoid risks, favoring safer options over potentially higher but more uncertain returns.