The Workload Method

question 73

Multiple Choice

The workload method

• A) determines a fair and equitable compensation plan based on a weighted system for sales of different types of items or from different-sized territories.
• B) identifies the target market that most closely meets the special skills of the salesforce.
• C) determines the size of a salesforce by integrating the number of customers served, call frequency, call length, and available selling time to arrive at a salesforce size figure.
• D) describes what is to be achieved and where and how the selling effort of salespeople is to be deployed.
• E) determines when a company's salesforce becomes more profitable than independent sales agents to sell its company's products.

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Definitions:

Sustainable Business Activity

An approach to conducting business that prioritizes environmental conservation, social responsibility, and economic performance.

Crop Rotation

An agricultural technique where different types of crops are planted in the same area in sequenced seasons to improve soil health and reduce pest and disease risk.

Factory Overhead

All indirect costs involved in manufacturing beyond direct materials and direct labor.

Indirect Labor

Labor costs not directly tied to the production of goods or services, such as maintenance, supervision, and administrative staff salaries.