Which of the following methods of determining the optimal size of the sales force has a problem of assumption that the number of salespeople is determined by the expected sales level when,in fact,the opposite is also true? That is,in many cases sales could be increased with more salespeople.

Question

Quizplus · Accepted Answer

The breakdown method assumes that the total market potential can be divided by the average sales per salesperson to determine the number of salespeople needed. This method has the problem of assuming that the number of salespeople is determined by the expected sales level, ignoring the fact that increasing the number of salespeople could also increase sales.

Which of the Following Methods of Determining the Optimal Size