Question

The breakdown method of determining sales force size: ?

1) Determines the number of sales personnel needed by dividing the estimated productivity of one salesperson by the forecasted sales volume
2) Is actually more useful for assigning salespeople to territories than determining the size of the sales force needed
3) Determines the number of sales personnel needed by dividing the forecasted sales volume by the estimated productivity of one salesperson
4) Is conceptually one of the most difficult ways to calculate sales force size
5) Is a simplified version of the incremental approach

Answer 1

The breakdown method calculates the: 3) sales force size by dividing the forecasted sales volume by the estimated productivity of one salesperson.

Step-by-step explanation:

The question posted by the student pertains to the method of determining the size of a sales force. Specifically, the query seems to relate to the breakdown method which is a traditional approach used in sales management.

Answering directly to the student's question, the correct statement is: 3) Determines the number of sales personnel needed by dividing the forecasted sales volume by the estimated productivity of one salesperson. This method is relatively straightforward and arises from the need to establish how many salespeople are required to meet future sales goals. By dividing the forecasted sales volume by the estimated productivity of a single salesperson, a company can gauge the number of sales representatives necessary to effectively reach its sales targets within a given period.

So the answer is option 3.