The workload method of determining the size of a sales force 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 sales force
c) formula-based method for determining the size of a sales force that integrates the number of customers served, call frequency, call length and available selling time to arrive at a sales force size figure
d) statement describing what is to be achieved and where and how the selling effort of salespeople is to be deployed
e) graph-based method for determining when an internal sales force becomes more profitable than independent sales agents to sell a company's product(s)
Answer: c
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Marketing Chapter 20
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