As sales manager,you need to estimate the market potential for each territory.You do this by estimating the:
A)Dividing the census by the basic control unit.
B)Potential demand for each customer and prospect.
C)Offering incentives to salespeople to ask customers what their potential is.
D)Size of the MSA multiplied by the 80:20 rule.

Question

Quizplus · Accepted Answer

The best way to estimate the market potential for each territory is by estimating the potential demand for each customer and prospect. This involves analyzing data on the target market, including demographics, psychographics, buying behavior, and competitors, to determine the size and willingness to purchase of each potential customer segment. This approach allows the sales manager to create a more accurate and realistic sales forecast and to allocate resources and incentives to the most promising territories and accounts. The other options, such as dividing the census, offering incentives to salespeople, or using the 80:20 rule, may provide some insights but are less reliable or relevant for calculating market potential.

As Sales Manager,you Need to Estimate the Market Potential for Each