All of the Following Are Consequences of Ineffective Territory Design

question 81

Multiple Choice

All of the following are consequences of ineffective territory design except

• A) a salesperson might get frustrated because there is little potential for generating additional sales in his or her territory.
• B) the firm could lose sales opportunities because of a lack of selling attention.
• C) a salesperson may not be motivated to develop the potential of the territory and instead merely "skim the cream" from the best accounts.
• D) all salespeople have equal opportunities for generating sales and profits.
• E) too much sales effort being expended for the level of sales opportunity that exists.

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Definitions:

Boundary-spanning

Involves activities or roles that connect an organization with its external environment, facilitating information flow and coordination between internal and external stakeholders.

Hierarchical Differentiation

The extent to which an organization or system is divided into levels of authority or ranks, creating a hierarchy.

Vertical Specialization

Pertains to the degree of stratification or hierarchy within an organization's structure, where tasks and responsibilities are distinctly defined at different levels.

Total Quality Management Controls

Strategies and tools used in Total Quality Management (TQM) to ensure that products or services meet specific quality standards and customer satisfaction.