In the buildup method:
A)It is never appropriate to split a control unit.
B)Splitting a control unit may make sense if it reduces inequities among sales territories.
C)Territorial boundary lines should never be modified.
D)No adjustment should be made for territories requiring more intensive selling efforts due to competitive threats.
E)Reps should sell in each other's territories.

Question

Quizplus · Accepted Answer

The buildup method allows for the possibility of splitting a control unit if it reduces inequities among sales territories. Therefore, option B is the correct choice. Options A, C, D, and E are incorrect because they all state practices that are not part of the buildup method or may have negative consequences.

In the Buildup Method