Asked by taylor christy on May 16, 2024
Verified
What is the theory behind the incremental productivity method?
A) tallying the average number of sales calls needed to close each individual sale
B) estimating the effect of additional sales on the motivation of the salesperson
C) comparing the additional cost of one new salesperson to expected additional sales revenue
D) estimating the number of products sold in relation to the size of the sales territory
E) matching the sales force size to a given geographic area
Incremental Productivity Method
A technique for measuring the additional output produced as a result of an increase in a specific input, often used in evaluating employee or process efficiency.
Sales Territory
A designated geographic area or customer group for which a salesperson or team is responsible.
- Acquire knowledge on diverse approaches and theoretical frameworks related to the sizing of sales forces and the management of their territories.
Verified Answer
CM
carli.n mastronardiMay 17, 2024
Final Answer :
C
Explanation :
The incremental productivity method involves comparing the additional cost of hiring one more salesperson to the expected additional sales revenue that the new salesperson will generate. This helps in determining the optimal size of the sales force by balancing costs and revenues.
Learning Objectives
- Acquire knowledge on diverse approaches and theoretical frameworks related to the sizing of sales forces and the management of their territories.
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