Your firm has experienced a decline in sales over the last three quarters. You have traced the problems to distribution inefficiencies. Which of the following should you track to ensure that the firm's distribution efficiency is maximized?
A) average sales per point of sale
B) sales from new products
C) trial rate
D) repurchase rate
E) new customer gains

Question

Quizplus · Accepted Answer

Average sales per point of sale would give a clear indication of how well the distribution network is performing. If sales per point of sale are low, it would indicate that there are distribution inefficiencies. Sales from new products, trial rate, repurchase rate, and new customer gains may be important metrics for other aspects of the business, but they do not directly address the issue of distribution efficiency.

Your Firm Has Experienced a Decline in Sales Over the Last