Salespeople Who Follow _____ Work Accounts Clustered in One Location

question 104

Multiple Choice

Salespeople who follow _____ work accounts clustered in one location and then jump to a different cluster of accounts.

• A) a straight-line territory routing plan
• B) the cloverleaf territory routing plan
• C) a circular territory routing plan
• D) a major city territory routing plan
• E) the leapfrog territory routing plan

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Definitions:

Procedural Fairness

Fairness that occurs when the process used to determine work outcomes is seen as reasonable.

Distributive Fairness

The perceived fairness of outcomes distributed within an organization, including resources, rewards, and responsibilities.

Social Loafing

A phenomenon where individuals exert less effort when working in a group than when working alone.

Collectivism

A cultural value that prioritizes group goals over individual goals and fosters strong ties among group members.