ITPEC IP October 2024 Question 80
ITPEC IP October 2024 — Question 80 of 100
The number of visits to prospective customers is a leading indicator because it measures an activity intended to produce future customer acquisition. Sales visits occur before contracts and can be influenced directly by the organization. If the activity is effective, more qualified visits should contribute to later new contracts and customer growth.
Answer (d)
Why not others:
- (a) Sales increase amount is an achieved business result
- (b) New contract acquisition ratio measures completed conversion outcomes
- (c) Total customer increase ratio directly measures the resulting change in the customer base
Key rule: Leading indicators track controllable drivers and actions; lagging or result indicators confirm outcomes after those actions have had an effect.
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