An Assessment of Sales Results Is Common in Evaluation Systems

Multiple Choice

An assessment of sales results is common in evaluation systems. Assume that you find that 20 percent of the territories, products, or customers produce 80 percent of the revenues. What conclusion(s) can you draw?

A) This situation might represent a misallocation of selling effort because the concern is with the number of customers rather than the potential of each prospect.
B) This situation suggests that marketing efforts should be concentrated on a few customers and products.
C) This situation suggests that marketing efforts should be spread evenly across all areas.
D) Both a and b of the above.
E) None of the above.