The workload approach to territory design is usually more suitable in situations where salespeople are on salary.

Question

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The workload approach to territory design is based on the workload required to cover a certain geographic area, rather than the potential sales or profitability of that area. This approach is more suitable for situations where salespeople are on salary as it ensures they are assigned territories of equal workload, rather than territories with potentially varying sales or profit levels.

The Workload Approach to Territory Design Is Usually More Suitable