The Workload Method of Determining the Size of a Salesforce

question 173

Multiple Choice

The workload method of determining the size of a salesforce is a:

• A)method of determining a fair and equitable compensation plan that includes more than simply sales revenue; it includes a weighted system for different types of items or different-sized territories.
• B)method of identifying the target market that most closely meets the special skills of the salesforce.
• C)formula-based method for determining the size of a salesforce that integrates the number of customers served, call frequency, call length, and available selling time to arrive at a salesforce size figure.
• D)statement describing what is to be achieved and where and how the selling effort of salespeople is to be deployeD.

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Definitions:

Projective Test

A type of personality test in which the individual offers responses to ambiguous scenes, words, or images, revealing hidden emotions and internal conflicts.

Ambiguous Shapes

Visual stimuli that can be perceived or interpreted in more than one way.

Rorschach Test

A psychological test involving inkblots to analyze a person's personality traits and emotional functioning.

Exuberant

Describes an effusive, unrestrained, or enthusiastic nature, often involving lively energy or excitement.