A salesperson invests time in direct proportion to the actual or potential sales that the account represents.This relationship of sales volume to sales calls is the:
A)break-even point.
B)sales response function.
C)basis for time allocation.
D)basis for territory formation.
E)correlation of effort and skill.

Question

Quizplus · Accepted Answer

The sales response function describes the correlation between sales volume and sales effort, and is used to determine the optimal number of sales calls necessary to achieve a desired level of sales. Salespeople allocate their time based on this function, investing more time into accounts with higher potential sales. The other options, such as break-even point, territory formation, and correlation of effort and skill, are all important concepts in sales but do not specifically relate to the relationship between sales volume and sales calls.

A Salesperson Invests Time in Direct Proportion to the Actual