The overall objective of territory design is to
A) motivate salespeople to their fullest potential.
B) ensure that all accounts are assigned salesperson responsibility and that each salesperson can adequately cover the assigned accounts.
C) evaluate the workload for each territory.
D) group the planning and control units into territories that are as equal as possible in opportunity.
E) assess the potential sales that the firm might achieve in each planning and control unit.

Question

Quizplus · Accepted Answer

Territory design is the process of dividing a market into smaller groups of customers or regions that can be served most effectively and efficiently by a salesperson or sales team. The overall objective is to ensure that all accounts are assigned salesperson responsibility and that each salesperson can adequately cover the assigned accounts. This helps to optimize sales performance and ensure that customers are served effectively while minimizing travel time and costs.

The Overall Objective of Territory Design Is to