Exhibit 4 provides an examples Assume that a hypothetical firm serves 10.000 mom-and-pop stores (Segunent 1) and 5.000 medium-size businesses (Segment 2). To estimate the number of salespeople needed for Segment 1, multiply 10,000 customers by 12 annual calls per customer =120,000 calls per year for Segment 1. Then take the number of possible work days, 250, and subtract 10 vacation days and 10 sick days to arrive at an expected number of 230 actual work days. Multiplying 230 days by eight hours per day yields 1.840 hours per salesperson per year. For Segment 1, we anticipate that each call takes no more than one hour because the progrietors' needs are relatively simple, so a salesperson conld be expected to complete 1,840 calls in one year. Dividing 120,000 calls needed by 1.840 calls per salesperson yields a requirement of 65 salespeople. Exhibit 4 provides an examples Assume that a hypothetical firm serves 10.000 mom-and-pop stores (Segunent 1) and 5.000 medium-size businesses (Segment 2). To estimate the number of salespeople needed for Segment 1, multiply 10,000 customers by 12 annual calls per customer =120,000 calls per year for Segment 1. Then take the number of possible work days, 250, and subtract 10 vacation days and 10 sick days to arrive at an expected number of 230 actual work days. Multiplying 230 days by eight hours per day yields 1.840 hours per salesperson per year. For Segment 1, we anticipate that each call takes no more than one hour because the progrietors' needs are relatively simple, so a salesperson conld be expected to complete 1,840 calls in one year. Dividing 120,000 calls needed by 1.840 calls per salesperson yields a requirement of 65 salespeople