A Sales Manager Is Trying to Determine Why the Company's

question 16

Multiple Choice

A sales manager is trying to determine why the company's sales are down compared to a year ago. He starts with sales data summaries but quickly decides to break down sales further by territory, then salesperson, then store, and finally product. His actions suggest the:

• A) Contribution-margin approach.
• B) Marketing audit.
• C) Gross profit approach.
• D) Iceberg principle.
• E) Full-cost approach.

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Definitions:

Planning Document

A written record outlining the steps, strategies, and goals of a project or activity, serving as a roadmap for execution.

Revise

The act of reviewing and altering a document or text to improve its content, clarity, and quality.

Document

A piece of written, printed, or digital material that provides information or evidence or that serves as an official record.

Network

A collection of interconnected computers, servers, and other devices that can communicate and share resources.