Harriet,a salesperson,has been given four additional counties in her territory as a result of a corporate restructuring,and she needs to rework her travel plans to include these new accounts while holding travel time to a minimum.The activity Harriet is engaged in is called:
A) niching.
B) outlining.
C) routing.
D) patterning.
E) converting.

Question

Quizplus · Accepted Answer

Routing involves planning and organizing a salesperson's travel plans in a way that minimizes travel time and includes all necessary accounts. This is exactly what Harriet is doing as she adjusts her plans to include the new counties in her territory. Niching refers to specializing in a particular market segment or niche, outlining and patterning are not terms commonly used in sales, and converting typically refers to converting prospects into customers.

Harriet,a Salesperson,has Been Given Four Additional Counties in Her Territory