The Most Productive Number of Sales Calls to Make to a Customer

question 88

Multiple Choice

The most productive number of sales calls to make to a customer has been reached when:

• A) demand equals supply.
• B) additional calls do not result in additional sales.
• C) marginal cost equals marginal revenue.
• D) the salesperson works five full days per week.
• E) the total cost of sales calls equals the value of business from that customer.

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Definitions:

Perceptual Map

is a visual representation of how consumers perceive and compare different brands or products based on various attributes.

Lost-Horse Forecast

A humorous term for predictions made after the outcome is already known, often with a pretense of accuracy.

Final Forecast

The last projection made about a variable of interest, such as sales or market trends, before actual data replaces estimates.

Indirect Forecast

Indirect forecast refers to a method of predicting future outcomes or trends based on related but not directly connected indicators, rather than directly observing the phenomenon being forecasted.