In Performance Evaluation by Sales Managers,the Soft-Spot Principle Holds That

question 20

Multiple Choice

In performance evaluation by sales managers,the soft-spot principle holds that:

• A)A company should not get rid of a territory or product that is a soft spot.
• B)It is more useful to measure soft spots on a percentage basis rather than dollar volume.
• C)If a company does a good job in sales-volume analysis,it won't have any soft spots.
• D)The principle is applicable only to a territorial volume analysis and not to a product or customer analysis.
• E)An executive reaps the largest possible gain by working with the weakest segments of the organization.