One of the First Sales Management Decisions a Firm Must

question 144

Essay

One of the first sales management decisions a firm must make is whether the company should build its own salesforce or hire independent agents such as manufacturers' representatives. Abacus Designs sells high-end furniture to retailers and needs to make this decision. Independent agents would receive a 5 percent commission on sales while a company salesforce would receive a 3 percent commission, salaries, and benefits. In addition, with company salespeople, sales administration costs would be incurred for a total fixed cost of $500,000 per year. At what sales level would independent salespeople be less costly?

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Definitions:

Work Time

The period of time an individual spends performing tasks related to their employment.

Labor Force

The total number of people, including both the employed and the unemployed, who are currently available to work.

Union Membership

The status of being a member of an organized labor union, which represents workers in negotiations with employers over wages, benefits, and working conditions.

Public Sector

The part of the economy composed of government services and enterprises, including education, healthcare, and law enforcement.