Regarding the Managerial Practice of Routing the Sales Force

question 63

Multiple Choice

Regarding the managerial practice of routing the sales force:

• A)A major reason for this activity is to ensure an orderly,thorough coverage of the market.
• B)In a routine,low-level type of sales job it is customary to let the reps set their own route schedule.
• C)Managerial routing rarely saves travel expenses because the territory has to be covered regardless of whether management or the reps do the routing.
• D)All companies set up formal,planned route schedules;the only difference is who does this planning - management or the reps.
• E)The primary goal of managerial routing is to determine the frequency and length of the reps' calls on customers.

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Definitions:

Reproductive Success

The ability to pass on one's genes to the next generation effectively through offspring that survive to reproductive age.

Category Killer

A large retail chain that dominates a product category, often driving out smaller competitors.

Intertype Competition

Competition between retailers that offer different types of formats or products, such as physical stores versus online platforms.

Scrambled Merchandising

A retail strategy where a store sells a wide variety of unrelated products to increase foot traffic and sales.