The Workload Method

The workload method

A) determines a fair and equitable compensation plan based on a weighted system for sales of different types of items or from different-sized territories.
B) identifies the target market that most closely meets the special skills of the salesforce.
C) determines the size of a salesforce by integrating the number of customers served, call frequency, call length, and available selling time to arrive at a salesforce size figure.
D) describes what is to be achieved and where and how the selling effort of salespeople is to be deployed.
E) determines when a company's salesforce becomes more profitable than independent sales agents to sell its company's products.