Refer to the scenario below to answer the following question(s).
Reliable Tools Company is a manufacturer of hubs and axles for the trailer and heavy truck industry. Although Reliable Tools only has 15 customers, the company is the sole supplier of hub and axle components to those customers. Monthly sales at Reliable Tools are approximately $1 million. "You might say we have all our eggs in one basket," says owner Arthur Deetz.
It is critical that a competent sales force be maintained in order to nurture those few but large accounts. Ninety-five percent of Reliable Tools' customers are located in Michigan, Ohio, and Indiana, which means that travel time to all customers is relatively short. However, given the nature of the industry, time spent with each customer is crucial.
-For sales managers to understand how the members of the Reliable Tools sales force spend their time, the salespeople must submit a(n) ________.

Question

Quizplus · Accepted Answer

A time-and-duty analysis would provide sales managers with information on how their sales force is spending their time with the few large accounts, which is crucial for maintaining those accounts. Expense reports would provide information on expenditures, but not on how time is spent with customers. Mobile conferencing schedule and sales forecast also would not provide information on how time is spent with customers. Incentive plans would provide motivation for salespeople but not information on how time is spent.

Refer to the Scenario Below to Answer the Following Question(s)