The managerial activity that establishes a formal pattern for sales reps as they go through their territories is called:
A)The buildup method.
B)Call frequency.
C)Routing.
D)Breakdown method.
E)Establishing territories.

Question

Quizplus · Accepted Answer

Routing is the managerial activity that establishes a formal pattern for sales reps as they go through their territories, determining the most efficient and effective use of time and resources to cover specific customers and prospects in a predetermined sequence. The goal of routing is to minimize driving distance and time between sales calls, while maximizing customer coverage and sales productivity. The other choices do not accurately describe this activity.

The Managerial Activity That Establishes a Formal Pattern for Sales