If a company wants to measure how much of the market's sales its products capture, which metric would you examine?

• A. Return on Investment
• B. Market Share
• C. Prospecting
• D. Sales Quota

Answer: (B)

Measuring how much of the market's sales your products capture is about market share. This metric shows the portion of total market sales that your company accounts for, which directly answers how big your slice of the market is. It’s usually calculated by dividing your sales in the market by the total sales of all competitors in the same market, over a defined period, and expressing the result as a percentage. This gives a clear view of competitive position, how it’s changing over time, and how you stack up against rivals, which informs decisions about pricing, distribution, and product strategy.

Return on investment focuses on profitability relative to what you spend, not on market size or your competitive position. Prospecting is about identifying potential customers, not measuring market capture. A sales quota is an internal target for your sales team and doesn’t reflect your share of the overall market. So market share is the best metric for understanding how much of the market’s sales your products are actually capturing.