When Using the Breakdown Method to Establish Sales Territories,the First

question 20

Multiple Choice

When using the breakdown method to establish sales territories,the first step ordinarily is to:

• A)Determine the desirable call patterns.
• B)Determine the company's sales potential (that is,the total sales volume that the company can except in its full market).
• C)Decide how much sales volume should be generated by each rep.
• D)Decide how many accounts to assign to each rep.
• E)Draw tentative boundary lines,realizing that later they will have to be adjusted.

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Definitions:

Operant

Any behavior that is voluntary and not elicited by specific stimuli.

Biological Preparedness

The concept that organisms are innately predisposed to form associations between certain stimuli and responses, facilitating learning.

Inedible

Something that is not suitable or safe for consumption as food.

Puzzle Box

An experimental apparatus used in animal learning research, where an animal must solve a problem or manipulate mechanisms to escape or obtain a reward.