When using the breakdown method to establish sales territories,the first step ordinarily is to:
A)Determine the desirable call patterns.
B)Determine the company's sales potential (that is,the total sales volume that the company can except in its full market).
C)Decide how much sales volume should be generated by each rep.
D)Decide how many accounts to assign to each rep.
E)Draw tentative boundary lines,realizing that later they will have to be adjusted.

Question

Quizplus · Accepted Answer

The first step in the breakdown method is to determine the company's sales potential, as this will help in estimating the number of sales territories required to achieve the desired sales volume. This step serves as a foundation for developing an effective sales territory plan. Determining the desirable call patterns, deciding on the sales volume to be generated by each rep, and deciding on the number of accounts to assign to each rep are later steps in the process, after the number of sales territories has been established. Drawing tentative boundary lines is also a later step, as the boundaries will have to be adjusted based on other factors, such as account density and geographic barriers.

When Using the Breakdown Method to Establish Sales Territories,the First