Which of the following decisions can be regarded as the starting point in a comprehensive salesforce deployment approach?
A) Deciding how many salespeople are required to provide the desired amount of selling effort.
B) Deciding how territories should be designed to ensure proper coverage of accounts.
C) Deciding how much selling effort is needed to cover accounts and prospects so that sales and profit objectives will be achieved.
D) Deciding how to provide each salesperson with a reasonable opportunity for success.
E) Deciding how many sales calls each salesperson should make on an annual basis.

Question

Quizplus · Accepted Answer

The decision of how much selling effort is needed to cover accounts and prospects is the starting point because it sets the foundation for all other decisions in the salesforce deployment approach. This decision helps to determine the number of salespeople needed, how territories should be designed, and how much selling effort should be allocated to each salesperson. The other options may be important considerations in the deployment approach, but they are dependent on the initial determination of the necessary selling effort.

Which of the Following Decisions Can Be Regarded as the Starting