Given the Importance of Developing Sales Territories It Is Odd

question 43

Essay

Given the importance of developing sales territories it is odd that some companies would not partake in this activity.Based on the information provided in the textbook, what are some of the potential reasons why some companies do not develop sales territories? Provide two examples of industries that find it disadvantageous having specific sales territories assigned to specific sales people.

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Definitions:

Self-Fulfilling Tendency

A prediction or expectation that causes itself to become true, simply because the prediction was made.

Attachment Styles

Patterns of behavior in relationships that are shaped by one's early interactions with caregivers and that affect one's emotional bonds in adulthood.

Significant Other

A person considered extremely important to an individual's life or well-being, often a romantic partner but can also include close friends or family members.

Secure Attachment Style

A pattern of attachment characterized by trust, a sense of security, and a positive view of oneself and relationships.