In business to business markets, this segmentation approach is useful because it allows the drawing of sales territories around particular locations that salespersons can service easily (e.g. Scotland, Scandinavia, Western Europe etc.). This approach is known as:
A) SIC Codes
B) Organizational size
C) Geo-targeting
D) Choice criteria

Question

Quizplus · Accepted Answer

Geo-targeting is the segmentation approach that allows the drawing of sales territories around particular locations that salespersons can service easily, making it useful in business to business markets. SIC Codes and Organizational size are also useful B2B segmentation approaches, but they do not specifically address the issue of sales territory management. Choice criteria is a term used to describe the criteria or factors that companies use to choose among potential suppliers or partners, and is not a segmentation approach.

In Business to Business Markets, This Segmentation Approach Is Useful