Because of the existence of salesforce turnover,
A) firms should scale down their sales efforts to a level that the current salesforce can manage.
B) firms should redesign their compensation programs if they are losing substantial salespeople each year.
C) firms should have alternative sales allocation plans based on both a full strength and reduced salesforce.
D) firms should determine the desired salesforce size and then adjust this figure to reflect expected turnover.
E) firms should solicit their competitor's best salespeople to offset the opportunity costs of turnover.

Question

Quizplus · Accepted Answer

To account for the existence of salesforce turnover, firms should determine the desired salesforce size and then adjust this figure to reflect expected turnover. This allows firms to plan for turnover and ensure that they always have the optimal level of salespeople to achieve their objectives. Scaling down sales efforts or soliciting competitor's salespeople may not be effective solutions, while redesigning compensation programs and alternative sales allocation plans could be considered in conjunction with determining the desired salesforce size.

Because of the Existence of Salesforce Turnover