Identify the First Step in the Workload Approach to Establish

question 115

Multiple Choice

Identify the first step in the workload approach to establish sales force size.

• A) grouping customers into size classes according to annual sales volume
• B) establishing desirable call frequencies for each customer class
• C) determining the total workload for the country in terms of sales calls per year
• D) determining the average number of calls a sales representative can make per year
• E) calculating the total number of sales reps needed

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Definitions:

Preemptive Right

The right of existing shareholders to purchase additional shares before the company offers them to the public, maintaining their proportional ownership.

Common Shareholder

A common shareholder is an individual or institution that owns common shares in a company, giving them rights to vote at shareholder meetings and to receive dividends.

New Stock

Shares that have been issued to the public for the first time through an initial public offering (IPO) or additional issuance.