In performance evaluation by sales managers, the soft$-$spot principle holds that:

A company should not get rid of a territory or product that is a soft spot.

If a company does a good job in sales$-$volume analysis, it won't have any soft spots.

The principle is applicable only to a territorial volume analysis and not to a product or customer analysis.

An executive reaps the largest possible gain by working with the weakest segments of the organization.

It is more useful to measure soft spots on a percentage basis rather than dollar volume.