The most productive number of sales calls to make to a customer has been reached when:
A) demand equals supply.
B) additional calls do not result in additional sales.
C) marginal cost equals marginal revenue.
D) the salesperson works five full days per week.
E) the total cost of sales calls equals the value of business from that customer.

Question

Quizplus · Accepted Answer

A salesperson should invest sales time in direct proportion to the actual or potential sales represented by each account. The most productive number of calls is reached at the point at which additional calls do not increase sales to the customer. This relationship of sales volume to sales calls is referred to as the response function of the customer to the salesperson's calls.

The Most Productive Number of Sales Calls to Make to a Customer