Which of the following is true about the territorial sales force structure?
A) The territorial sales force structure does not define each salesperson's job clearly.
B) Salespeople specialize in selling only a small portion of the company's products.
C) In a territorial sales force structure, separate sales forces are set up for different industries.
D) Travel expenses are relatively small as each salesperson travels within a limited geographic area.
E) In a territorial sales force structure, separate sales forces are often established to handle a single, large account in every territory.

Question

Quizplus · Accepted Answer

In a territorial sales force structure, salespeople are assigned to specific geographic areas and are responsible for selling the company's full range of products within that area. This structure helps to minimize travel expenses since each salesperson travels within a limited geographic area. Additionally, because each salesperson is responsible for selling the full range of products within their territory, they have a clear understanding of their job responsibilities. Option A is incorrect because the territorial sales force structure does define each salesperson's job clearly. Option B is incorrect because salespeople in a territorial sales force structure are typically responsible for selling the full range of the company's products within their territory. Options C and E are incorrect as a territorial sales force structure typically involves one sales force that covers all industries/products within a geographic area.

Which of the Following Is True About the Territorial Sales