Sales Territories Are a Disadvantage for Some Firms in All

question 57

Multiple Choice

Sales territories are a disadvantage for some firms in all of the following cases EXCEPT when:

• A) sales performance is difficult to monitor and evaluate.
• B) personal friendships are the basis for attracting customers.
• C) salespeople are more motivated if they are not restricted by territorial boundaries.
• D) the company is too small to be concerned about segmenting the market into sales areas.
• E) management lacks the knowledge, time, and interest to develop and establish sales territories.

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Definitions:

Congress

The United States' national legislature, made up of two chambers: the Senate and the House of Representatives.

Displace

To move or shift something from its usual or proper place, often resulting in a change of position or role.

State Legislation

Laws and regulations enacted by the legislative bodies of individual states within a federal system.

Federal Legislation

Laws passed by the national legislature of the United States, the Congress, which apply throughout the country.