Question 1

A group of current and prospective customers located in a geographical area that is assigned to an individual salesperson can best be defined as:

Accepted Answer

A)  sales niche. 
B)  a sales territory. 
C)  a market share. 
D)  customer cluster. 
E)  a and d only. 
A)  sales niche. 
B)  a sales territory. 
C)  a market share. 
D)  customer cluster. 
E)  a and d only.

Question 2

All companies use sales territories.

Accepted Answer

A) True 
 B)False

Question 3

The first step in the territory design process is to select the best salesperson for a territory.

Accepted Answer

A) True 
 B)False

Question 4

The workload approach to the design of sales territories can be thought of as a six-part decision process, starting with decisions on allocation criteria, and selection of starting points.

Accepted Answer

A) True 
 B)False

Question 5

Current dollar sales in an area is the best criterion to use in building sales territories.

Accepted Answer

A) True 
 B)False

Question 6

The most common quantitative factor(s) used to design sales territories is/are:

Accepted Answer

A)  some measure of potential. 
B)  number of present customers. 
C)  hotel and travel expenses. 
D)  a and b of the above. 
E)  all of the above. 
A)  some measure of potential. 
B)  number of present customers. 
C)  hotel and travel expenses. 
D)  a and b of the above. 
E)  all of the above.

Question 7

Designing sales territories with equal sales potential is very common among business firms.

Accepted Answer

A) True 
 B)False

Question 8

Balancing territories becomes increasingly more difficult as you add more allocation factors.

Accepted Answer

A) True 
 B)False

Question 9

Rivers, lakes and mountains must sometimes be considered when designing sales territories.

Accepted Answer

A) True 
 B)False

Question 10

A common control unit used when a firm is covering the U.S. with a few salespeople is:

Accepted Answer

A)  small cities. 
B)  large cities. 
C)  counties. 
D)  states. 
E)  none of the above. 
A)  small cities. 
B)  large cities. 
C)  counties. 
D)  states. 
E)  none of the above.

Question 11

Minor realignments of sales territories are likely to occur each year.

Accepted Answer

A) True 
 B)False

Question 12

Countries are sometimes used as control units.

Accepted Answer

A) True 
 B)False

Question 13

Many large firms with numerous sales territories use computer programs in the redesign of territories to make them more compact and similar in potential.

Accepted Answer

A) True 
 B)False

Question 14

The last step in the sales territory alignment process is to finalize sales territories.

Accepted Answer

A) True 
 B)False

Question 15

When sales potential is not explicitly considered in designing sales territories:

Accepted Answer

A)  travel expenses may become excessive. 
B)  salespeople may have less time to close sales. 
C)  some salespeople's earnings may be very limited. 
D)  both a and b are correct. 
E)  none of the above are correct. 
A)  travel expenses may become excessive. 
B)  salespeople may have less time to close sales. 
C)  some salespeople's earnings may be very limited. 
D)  both a and b are correct. 
E)  none of the above are correct.

Question 16

The most popular approach to designing sales territories is known as the buildup method.

Accepted Answer

A) True 
 B)False

Question 17

Combining control units is a fundamental part of the build-up method of territory design.

Accepted Answer

A) True 
 B)False

Question 18

All of the following are basic control unit allocation factors that are commonly used to design territories except:

Accepted Answer

A)  salesperson's experience. 
B)  the number of current customers. 
C)  sales potential. 
D)  geographic size. 
E)  all of the above are basic allocation factors. 
A)  salesperson's experience. 
B)  the number of current customers. 
C)  sales potential. 
D)  geographic size. 
E)  all of the above are basic allocation factors.

Question 19

When using a computer to design territories, you don't have to worry about deciding on allocation criteria.

Accepted Answer

A) True 
 B)False

Question 20

Which of the following sites are common choices for starting points?

Accepted Answer

A)  small towns 
B)  homes of salespeople 
C)  mountains and rivers 
D)  both a and b are correct 
E)  all of the above are correct 
A)  small towns 
B)  homes of salespeople 
C)  mountains and rivers 
D)  both a and b are correct 
E)  all of the above are correct

A group of current and prospective customers located in a geographical area that is assigned to an individual salesperson can best be defined as:

All companies use sales territories.

The first step in the territory design process is to select the best salesperson for a territory.

The workload approach to the design of sales territories can be thought of as a six-part decision process, starting with decisions on allocation criteria, and selection of starting points.

Current dollar sales in an area is the best criterion to use in building sales territories.

The most common quantitative factor(s) used to design sales territories is/are:

Designing sales territories with equal sales potential is very common among business firms.

Balancing territories becomes increasingly more difficult as you add more allocation factors.

Rivers, lakes and mountains must sometimes be considered when designing sales territories.

A common control unit used when a firm is covering the U.S. with a few salespeople is:

Minor realignments of sales territories are likely to occur each year.

Countries are sometimes used as control units.

Many large firms with numerous sales territories use computer programs in the redesign of territories to make them more compact and similar in potential.

The last step in the sales territory alignment process is to finalize sales territories.

When sales potential is not explicitly considered in designing sales territories:

The most popular approach to designing sales territories is known as the buildup method.

Combining control units is a fundamental part of the build-up method of territory design.

All of the following are basic control unit allocation factors that are commonly used to design territories except:

When using a computer to design territories, you don't have to worry about deciding on allocation criteria.

Which of the following sites are common choices for starting points?

Introduction to Selling and Sales Management

Strategy and Sales Program Planning

Sales Opportunity Management

Account Relationship Management

Customer Interaction Management

Sales Force Organization

Recruiting and Selecting Personnel

Training

Leadership

Ethical Leadership

Motivating Salespeople

Compensating Salespeople

Evaluating Sales Force Performance

Estimating Potentials and Forecasting Sales

Sales Force Investment and Budgeting

Filters

Exam 15: Territory Design

A group of current and prospective customers located in a geographical area that is assigned to an individual salesperson can best be defined as:

All companies use sales territories.

The first step in the territory design process is to select the best salesperson for a territory.

The workload approach to the design of sales territories can be thought of as a six-part decision process, starting with decisions on allocation criteria, and selection of starting points.

Current dollar sales in an area is the best criterion to use in building sales territories.

The most common quantitative factor(s) used to design sales territories is/are:

Designing sales territories with equal sales potential is very common among business firms.

Balancing territories becomes increasingly more difficult as you add more allocation factors.

Rivers, lakes and mountains must sometimes be considered when designing sales territories.

A common control unit used when a firm is covering the U.S. with a few salespeople is:

Minor realignments of sales territories are likely to occur each year.

Countries are sometimes used as control units.

Many large firms with numerous sales territories use computer programs in the redesign of territories to make them more compact and similar in potential.

The last step in the sales territory alignment process is to finalize sales territories.

When sales potential is not explicitly considered in designing sales territories:

The most popular approach to designing sales territories is known as the buildup method.

Combining control units is a fundamental part of the build-up method of territory design.

All of the following are basic control unit allocation factors that are commonly used to design territories except:

When using a computer to design territories, you don't have to worry about deciding on allocation criteria.

Which of the following sites are common choices for starting points?

Introduction to Selling and Sales Management

Strategy and Sales Program Planning

Sales Opportunity Management

Account Relationship Management

Customer Interaction Management

Sales Force Organization

Recruiting and Selecting Personnel

Training

Leadership

Ethical Leadership

Motivating Salespeople

Compensating Salespeople

Evaluating Sales Force Performance

Estimating Potentials and Forecasting Sales

Sales Force Investment and Budgeting

Filters