Which of the Following Job Elements Is Hardest to Measure

Multiple Choice

Which of the following job elements is hardest to measure objectively in a sales force compensation plan?

A) The value of the salespeople's efforts spent in training their customers' sales force.
B) The reps' entertainment expenses.
C) The gross margin by product line that a rep contributes.
D) The volume of sales received over the phone or by mail.
E) The number of calls made on new accounts.