When determining how frequently to call a customer,a salesperson should primarily base the decision on the relationship between sales volume and sales calls,which is known as the:
A) prospecting component.
B) sales investment factor.
C) account penetration.
D) response function.
E) opportunity cost.

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.

When Determining How Frequently to Call a Customer,a Salesperson Should