A sales rep will most likely have a larger territory if that person:
A)Is selling convenience goods to retailers rather than specialty goods.
B)Is a new rep rather than an experienced one.
C)Is selling to wholesalers rather than directly to retailers.
D)Is selling in a well developed territory,rather than being located in a newly opened market.
E)Is selling for a firm that distributes on a mass basis rather than using selective distribution.

Question

Quizplus · Accepted Answer

Selling to wholesalers allows the sales rep to cover a larger area since wholesalers typically serve multiple retailers in different regions. On the other hand, selling directly to retailers requires more frequent and localized visits, which limits the size of the territory.

A Sales Rep Will Most Likely Have a Larger Territory