When Using the Workload Approach to Establish Salesforce Size, a Manager

question 18

Multiple Choice

When using the workload approach to establish salesforce size, a manager should:

• A) design the sales territories so that each has equal potential for sales and growth.
• B) determine the number of calls that need to be made on each account and the number of accounts that there will be per sales representative.
• C) consider the territorial limits of the accounts.
• D) review the number and size of the markets served by the salesforce.
• E) consider the complexity of the product line.

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Definitions:

Administrative Expenses

Costs related to the general operation of a business that are not directly tied to the production of goods or services, such as office supplies, salaries of administrative staff, and utilities.

Planning Budget

A budget prepared for a particular level of activity; it can be adjusted for various levels of operations, and it aids in the planning process.

Tenant-Days

A metric used in real estate to measure occupancy, calculated by multiplying the number of tenants by the number of days they occupy a space.

Revenue And Spending Variance

The difference between actual and budgeted or forecasted revenue and expenses over a specific period.