The primary purpose of measuring sales force productivity is to:
A)calculate the number of calls each salesperson makes every quarter
B)compare the number of sales presentations each salesperson makes
C)calculate the firm's total sales volume for a specific period of time
D)analyze the profitability of each salesperson's sales volume
E)assess the ratio of profits to sales for the sales force

Question

Quizplus · Accepted Answer

Measuring sales force productivity allows for an analysis of the profitability of each salesperson's sales volume, which is the main purpose of this metric. While calculating the number of calls and sales presentations made by each salesperson is important, these measures are not indicative of profitability. Similarly, calculating the firm's total sales volume is important for assessing overall performance, but does not provide insight into individual salesperson productivity or profitability. Assessing the ratio of profits to sales for the sales force is a useful metric, but still does not provide insight into individual salesperson results.

The Primary Purpose of Measuring Sales Force Productivity Is To