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.

Understand how to calculate and interpret return on investment (ROI).

Grasp the concepts and purposes of different types of budgets, including static and flexible budgets.

Identify and distinguish between various management and control concepts such as budgetary control, responsibility accounting, and management by exception.

Understand the role and characteristics of responsibility centers, including profit and investment centers.

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