When designing territories, the workload of each territory should be evaluated by
A) the number of sales calls required to cover the accounts in the territory.
B) the amount of travel time in the territory.
C) the total number of accounts.
D) any factors that measure the amount of work required by a salesperson assigned to the territory.
E) all of the above.

Question

Quizplus · Accepted Answer

All of the factors listed should be considered when evaluating the workload of a territory. The number of sales calls required to cover the accounts will determine the amount of time the salesperson needs to spend in the territory, which is related to the amount of travel time required. The total number of accounts will also impact the workload, but factors such as the potential size of the accounts and the level of competition in the territory should also be considered. Ultimately, any factors that impact the amount of work required by a salesperson should be evaluated in order to design territories that are balanced in terms of workload and potential for sales success.

When Designing Territories, the Workload of Each Territory Should Be