As Sales Manager Charles Is Trying to Find a Way

Multiple Choice

As sales manager Charles is trying to find a way to determine optimal sales force size. He knows that one way is determining how many sales calls per year are necessary for the organization to serve customers effectively and then dividing this total by the average number of sales calls a salesperson makes annually. The other method is based on ________________, in which additional salespeople are added to the sales force until the cost of an additional salesperson equals the additional sales generated by that person.

A) marginal analysis
B) commission plans
C) dealer loaders
D) economic forecasting
E) sales divisibility