2. What information would you need to know in order to estimate the cost of making a sales call at the company? Barry Jefferson could not understand why he was having a problem getting the information.

As the regional vice president of sales (North America) for Digital Dimension Manufacturing he wanted to know how much it was costing the company for a salesperson to make a customer call. Certainly the company would know how much it costs to make a sales call. Unfortunately, the more he investigated the problem, the more he realized Digital Dimension did not have a good handle on its sales costs.

Digital Dimension was an established manufacturer of high-technology components based in Munich Germany. Its products were used in a variety of products from computers to high-technology appliances(refrigerators, dishwashers, etc.). Practically any product that required a computer chip could use the products offered by the company. As such, the company dealt with a wide range of customers, from the very large to medium-sized companies. Digital Dimension sold all over the world and had manufacturing plants in Germany, United States, China and Malaysia.