Regarding the managerial practice of routing the sales force:
A)A major reason for this activity is to ensure an orderly,thorough coverage of the market.
B)In a routine,low-level type of sales job it is customary to let the reps set their own route schedule.
C)Managerial routing rarely saves travel expenses because the territory has to be covered regardless of whether management or the reps do the routing.
D)All companies set up formal,planned route schedules;the only difference is who does this planning - management or the reps.
E)The primary goal of managerial routing is to determine the frequency and length of the reps' calls on customers.

Question

Quizplus · Accepted Answer

Routing the sales force ensures that the market is covered in an orderly and thorough manner, which is a major reason for the managerial practice.

Answer: B
 In routine, low-level sales jobs, sales representatives are often allowed to set their own route schedules.

Answer: E
 The primary goal of managerial routing is to determine the frequency and length of the representatives' calls on customers.

Regarding the Managerial Practice of Routing the Sales Force