The Managerial Activity That Establishes a Formal Pattern for Sales

question 6

Multiple Choice

The managerial activity that establishes a formal pattern for sales reps as they go through their territories is called:

• A)The buildup method.
• B)Call frequency.
• C)Routing.
• D)Breakdown method.
• E)Establishing territories.

---

Definitions:

Affect Heuristic

The reliance on instinct instead of analysis in making decisions.

Endowment Effect

A cognitive bias in which individuals value an owned object higher than its market value, simply because they own it.

Affect Heuristic

A mental shortcut that influences decision-making based on emotions and feelings.

Street Smarts

Practical knowledge and experience in dealing with everyday situations or challenges, often contrasted with book learning.