Given the Importance of Developing Sales Territories It Is Odd

question 43

Essay

Given the importance of developing sales territories it is odd that some companies would not partake in this activity.Based on the information provided in the textbook, what are some of the potential reasons why some companies do not develop sales territories? Provide two examples of industries that find it disadvantageous having specific sales territories assigned to specific sales people.

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Definitions:

Conditioning

A process of behavior modification by which a subject comes to associate a desired behavior with a previously unrelated stimulus.

Placebo Effect

The beneficial effect on a person's health experienced after taking a placebo, attributed to the patient's belief in the treatment.

Antiviral Drug

Medication used specifically to treat viral infections by inhibiting the development of the offending virus.

Efficacy

The ability to produce a desired or intended result, often used in the context of medications or treatments.