Question 1

Time and territory management involves all of the following except

Accepted Answer

Time and territory management involves determining which accounts are called on, when, and how often, so none of the options A, B, or C are excluded from this process.

Question 2

As selling costs increase, many companies are finding ____________ as a more economical way of reaching customers and prospects.

Accepted Answer

Telemarketing, Internet, intranets, and extranets are cost-effective methods for reaching a wide audience compared to traditional methods like prime-time TV advertising.

Question 3

Even though most companies establish sales territories on a geographic basis, the major emphasis should be on

Accepted Answer

The major emphasis should be on customers and prospects because the primary goal of sales territories is to maximize sales and customer satisfaction by focusing on where the potential for business growth is highest.

Question 4

All of the following are reasons for establishing sales territories except

Accepted Answer

Sales territories are primarily established to strengthen customer relations, build an effective sales force, and evaluate salespeople, rather than to coordinate selling with other management functions.

Question 5

Sales territories facilitate planning and controlling selling activities. Efficient territories enable salespeople to spend more time with present and potential customers and less time on the road and hence ____________.

Accepted Answer

Efficient sales territories allow salespeople to spend more time with customers, which helps in strengthening customer relations.

Question 6

Sales territories facilitate planning and controlling selling activities. Well-designed sales territories motivate salespeople, improve morale, increase interest, and ____________.

Accepted Answer

Well-designed sales territories can help strengthen customer relations by ensuring that salespeople are more focused and attentive to the needs of customers within their designated areas.

Question 7

Sales territories facilitate planning and controlling selling activities. Sales and cost analysis is easier on a territory basis than for the entire market, hence well-designed sales territories enable management to ____________.

Accepted Answer

The answer of Sales territories facilitate planning and controlling selling...

Question 8

In developing sales territories, the optimal size is

Accepted Answer

The optimal size of a sales territory should be big enough to represent a reasonable workload for the salesperson, ensuring they can effectively cover the area and meet sales targets.

Question 9

All of the following are reasons for not establishing sales territories except

Accepted Answer

The answer of All of the following are reasons for...

Question 10

Firms that have adopted a ____________ perspective see benefits in assigning territories based on customer characteristics instead of geographical characteristics.

Accepted Answer

A customer relationship management perspective focuses on understanding and managing customer interactions and data, which can lead to assigning territories based on customer characteristics rather than geographical ones.

Question 11

Instead of geographical characteristics, firms may see benefits in assigning territories based on customer relationships. In so doing, the following relationship characteristics is not appropriate:

Accepted Answer

Opportunistic behavior is generally not considered appropriate or beneficial in customer relationships, as it can lead to mistrust and damage long-term relationships.

Question 12

The procedure for setting up sales territories includes all of the following steps except

Accepted Answer

The procedure for setting up sales territories typically involves selecting geographical control units, developing a workload analysis, and combining these units into territories. Analyzing the skills and abilities of each salesperson is not a standard step in this process.

Question 13

The first step in the procedure for developing sales territories is:

Accepted Answer

The first step in the procedure for developing sales territories is to select a geographical control unit. This is because the geographical control unit will determine the size and shape of the sales territory, as well as the number of customers that the salesperson will be responsible for.

Question 14

The second step in the procedure for developing sales territories is:

Accepted Answer

The second step in developing sales territories is to conduct an account analysis, which involves understanding the potential and needs of different accounts to effectively allocate resources and plan territories.

Question 15

The fourth step in the procedure for developing sales territories is:

Accepted Answer

The fourth step in developing sales territories is to combine geographical control units into territories, after conducting account and workload analyses.

Question 16

The fifth step in the procedure for developing sales territories is:

Accepted Answer

Assigning salespeople to territories is typically the final step after defining and combining territories based on workload and geographical analysis.

Question 17

Sales managers should select as small a control-unit as possible in establishing sales territories for all of the following reasons except

Accepted Answer

Selecting a smaller control-unit does not necessarily decrease the number of salespeople needed; it may actually require more salespeople to cover the market effectively.

Question 18

While sales territories established around states are simple, inexpensive and convenient, several characteristics are important to note. All of the following statements are true except

Accepted Answer

All the statements A, B, and C are true regarding the characteristics of sales territories established around states. Therefore, option D is incorrect as it states that all are true, which contradicts the question's requirement to find the false statement.

Question 19

Which of the following is/are disadvantage(s) in using counties as control units?

Accepted Answer

Counties vary significantly in size, sales potential, and ease of market coverage, making them inconsistent as control units.

Question 20

David Woodruff is a sales manager who is trying to select a geographical control unit for establishing sales territories. He needs a control unit that is very flexible and which reflects the economic and demographic characteristics of the individual areas. Which control unit should he choose?

Accepted Answer

Zip codes are very flexible and can reflect the economic and demographic characteristics of individual areas, making them suitable for establishing sales territories.

Quiz 7: Time and Territory Management