Question 1

Well-designed sales territories can reduce a sales department's overall travel expenses.

Accepted Answer

A) True 
 B)False

Question 2

The control or evaluation of salespeople's performance is usually not affected by the establishment of sales territories.

Accepted Answer

A) True 
 B)False

Question 3

The "equal opportunity" principle in designing sales territories is that:

Accepted Answer

A)  territories should be assigned regardless of race, religion, age, or sex. 
B)  creating territories of equal sales potential. 
C)  having equal compensation among salespeople. 
D)  a and b only. 
E)  all of the above. 
A)  territories should be assigned regardless of race, religion, age, or sex. 
B)  creating territories of equal sales potential. 
C)  having equal compensation among salespeople. 
D)  a and b only. 
E)  all of the above.

Question 4

Computer programs are increasingly being used to design sales territories.

Accepted Answer

A) True 
 B)False

Question 5

Major realignment of sales territories (e.g., all or most territories boundaries are changed) are likely to occur each year.

Accepted Answer

A) True 
 B)False

Question 6

There are a number of benefits to using sales territories. The primary benefit is improved market coverage. Which of the following is/are among the other benefits?

Accepted Answer

A)  increased sales. 
B)  reduced sales force turnover. 
C)  higher sales force moral. 
D)  a and c of the above. 
E)  all of the above. 
A)  increased sales. 
B)  reduced sales force turnover. 
C)  higher sales force moral. 
D)  a and c of the above. 
E)  all of the above.

Question 7

Population is never used as a key input data for designing sales territories.

Accepted Answer

A) True 
 B)False

Well-designed sales territories can reduce a sales department's overall travel expenses.

The control or evaluation of salespeople's performance is usually not affected by the establishment of sales territories.

The "equal opportunity" principle in designing sales territories is that:

Computer programs are increasingly being used to design sales territories.

Major realignment of sales territories (e.g., all or most territories boundaries are changed) are likely to occur each year.

There are a number of benefits to using sales territories. The primary benefit is improved market coverage. Which of the following is/are among the other benefits?

Population is never used as a key input data for designing sales territories.

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

Well-designed sales territories can reduce a sales department's overall travel expenses.

The control or evaluation of salespeople's performance is usually not affected by the establishment of sales territories.

The "equal opportunity" principle in designing sales territories is that:

Computer programs are increasingly being used to design sales territories.

Major realignment of sales territories (e.g., all or most territories boundaries are changed) are likely to occur each year.

There are a number of benefits to using sales territories. The primary benefit is improved market coverage. Which of the following is/are among the other benefits?

Population is never used as a key input data for designing sales territories.

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