Because of the Existence of Salesforce Turnover

question 64

Multiple Choice

Because of the existence of salesforce turnover,

• A) firms should scale down their sales efforts to a level that the current salesforce can manage.
• B) firms should redesign their compensation programs if they are losing substantial salespeople each year.
• C) firms should have alternative sales allocation plans based on both a full strength and reduced salesforce.
• D) firms should determine the desired salesforce size and then adjust this figure to reflect expected turnover.
• E) firms should solicit their competitor's best salespeople to offset the opportunity costs of turnover.