In determining sales force size, when a company groups accounts into different size classes and then determines the number of salespeople needed to call on them the desired number of times, it is called the:
A. key-size approach.
B. workload approach.
C. product-need approach.
D. call-service approach.
Answer:B
In determining sales force size, when a company groups accounts into different size classes and then determines the number of salespeople needed to call on them the desired number of times, it is called the:
A. key-size approach. B. workload approach. C. product-need approach. D. call-service approach.