In performance evaluation by sales managers,the soft-spot principle holds that:
A)A company should not get rid of a territory or product that is a soft spot.
B)It is more useful to measure soft spots on a percentage basis rather than dollar volume.
C)If a company does a good job in sales-volume analysis,it won't have any soft spots.
D)The principle is applicable only to a territorial volume analysis and not to a product or customer analysis.
E)An executive reaps the largest possible gain by working with the weakest segments of the organization.

Question

Quizplus · Accepted Answer

The soft-spot principle suggests that focusing on and improving the weakest areas or "soft spots" within an organization can yield the most significant gains, as these areas often have the most room for improvement.

In Performance Evaluation by Sales Managers,the Soft-Spot Principle Holds That