When Using a Top-Down Perspective in Sales Analysis, the Emphasis

Multiple Choice

When using a top-down perspective in sales analysis, the emphasis is on identifying potential problem areas at each level and then

A) using analysis at the next highest level to pinpoint the specific problem.
B) having that level's sales management analyze the problem and provide an explanation.
C) using analysis at lower levels to pinpoint the specific problems.
D) analyzing what impact that problem might have on the next level's performance.
E) attempting to prevent these problems from occurring through effective sales management.