_____ are more important in situations where the sales cycle is long and sales are few because what a salesperson does can be observed more frequently than sales.
A) Activity quotas
B) Revenue quotas
C) Gross margin quotas
D) Sales commission rate
E) Sales quotas

Question

Quizplus · Accepted Answer

Activity quotas are more important in situations where the sales cycle is long and sales are few because they focus on the salesperson's daily, weekly, or monthly activities. This allows for observation and measurement of the salesperson's efforts, even if fewer sales are made. In contrast, revenue or sales quotas may not be as effective in these situations because they place emphasis on the end result (revenue/sales), which may not be achievable in a longer sales cycle. Gross margin quotas and sales commission rate are not as relevant in determining the salesperson's daily activities and quantity of sales.

_____ Are More Important in Situations Where the Sales Cycle