With Respect to Revising Sales Territories

question 3

Multiple Choice

With respect to revising sales territories:

• A)Once a set of territories is carefully and accurately established,the boundaries should not be tampered with.
• B)When a territory is reduced in size,the sales rep should be allowed to retain key accounts in his or her former district,especially if those customers prefer to deal with him or her.
• C)Good sales reps should not be limited by territorial boundaries.
• D)Overlapping territories are okay if they stimulate competition in the sales force.
• E)If territorial revision has been done properly,a sales rep in a now-smaller district may end up with higher sales and earnings than before the redistricting.

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Definitions:

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