Which of the Following Statements Concerning the Allocation of Selling

question 67

Multiple Choice

Which of the following statements concerning the allocation of selling effort to accounts is false?

• A) It is one of the most important deployment decisions.
• B) Salesforce size and territory decisions are based on this allocation decision.
• C) Determining how much selling effort to allocate to individual accounts is an extremely important strategic decision.
• D) Selling effort is a major determinant of account sales and a major element of account selling costs.
• E) Territories are always assigned an equal number of sales calls.

---

Definitions:

Building Infrastructure

The process of constructing physical and organizational structures and facilities needed for the operation of a society or enterprise.

Physical Capital

Assets used in the production process that are tangible, such as buildings, machinery, and equipment.

Social Overhead Capital

Publicly funded infrastructure that supports economic activity, such as highways, schools, and hospitals.

Human Capital

The skills, knowledge, and experience possessed by an individual or population, viewed in terms of their value or cost to an organization or country.