Zoning Should Be Used

question 100

Multiple Choice

Zoning should be used:

• A) when the salesperson has a large territory, such as all of the Southeast
• B) in territories where customers expect regular sales calls
• C) there is no way to minimize travel time between accounts
• D) when the salesperson is unable to use just one routing plan
• E) when the salesperson has a compact territory such as Jacksonville, Florida

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Definitions:

Immediacy

The degree of physical or psychological closeness or availability between people, often increasing perceived warmth and friendliness.

Proactive Follower Orientation

The tendency of followers to take initiative and act in advance to address problems or opportunities in the workplace.

Claiming

The act of asserting rights or demands, especially in the context of negotiations or asserting ownership or entitlement to something.

Co-leadership

A leadership structure in which two or more individuals share the responsibility, authority, and accountability for leading an organization or team.