Question 1

Which of the following are possible criteria used to make territory allocations:

Accepted Answer

A)  current customer base. 
B)  the Buying Power Index. 
C)  number of prospects. 
D)  a and c only. 
E)  all of the above. 
A)  current customer base. 
B)  the Buying Power Index. 
C)  number of prospects. 
D)  a and c only. 
E)  all of the above. E

Question 2

When designing territories, a firm should first select control unites.

Accepted Answer

A) True 
 B)False  True

Question 3

An effort should usually be made to equalize territories on size, sales potential, and workload.

Accepted Answer

A) True 
 B)False  True

Question 4

Major issues to be resolved when designing sales territories include all of the following except:

Accepted Answer

A)  selecting allocation criteria. 
B)  choosing a starting point. 
C)  design territories using computer programs. 
D)  estimating territorial "aggregate output supply." 
E)  assigning people to specific territories. 
A)  selecting allocation criteria. 
B)  choosing a starting point. 
C)  design territories using computer programs. 
D)  estimating territorial "aggregate output supply." 
E)  assigning people to specific territories.

Question 5

Balancing territories on geographic size:

Accepted Answer

A)  can reduce travel expenses. 
B)  provides a minimum income for those paid on commission. 
C)  cannot be done using a computer. 
D)  ensures "equality of opportunity" for all salespeople. 
E)  all of the above are correct. 
A)  can reduce travel expenses. 
B)  provides a minimum income for those paid on commission. 
C)  cannot be done using a computer. 
D)  ensures "equality of opportunity" for all salespeople. 
E)  all of the above are correct.

Question 6

Before deciding on an allocation criteria, you should:

Accepted Answer

A)  choose starting points. 
B)  combine control units adjacent to starting points. 
C)  select geographic control units. 
D)  both a and b are correct. 
E)  none of the above are correct. 
A)  choose starting points. 
B)  combine control units adjacent to starting points. 
C)  select geographic control units. 
D)  both a and b are correct. 
E)  none of the above are correct.

Question 7

Steps in territory design include all of the following except:

Accepted Answer

A)  selecting the geographic control unit. 
B)  deciding on allocation criteria. 
C)  combining adjacent control units. 
D)  choosing the boundary points and the finish point. 
E)  comparing territories on allocation criteria. 
A)  selecting the geographic control unit. 
B)  deciding on allocation criteria. 
C)  combining adjacent control units. 
D)  choosing the boundary points and the finish point. 
E)  comparing territories on allocation criteria.

Question 8

Sales territories can be instrumental in helping to reduce marketing costs.

Accepted Answer

A) True 
 B)False

Question 9

Assume that you are the new sales manager of IncPot; a school supply manufacturer. IncPot is in the midst of a regional rollout, and it's your responsibility to select a geographic location to serve as an organizing point for a new territory. Which of the following would be your most likely choice?

Accepted Answer

A)  the salesperson's present home. 
B)  a large city. 
C)  the location of IncPot's largest customer in the area. 
D)  all of the above are possibilities. 
E)  b and c of the above. 
A)  the salesperson's present home. 
B)  a large city. 
C)  the location of IncPot's largest customer in the area. 
D)  all of the above are possibilities. 
E)  b and c of the above.

Question 10

The workload approach to territory design is usually more suitable in situations where salespeople are on salary.

Accepted Answer

A) True 
 B)False

Question 11

Which of the following is the most finite geographic control unit used in sales territory alingment:

Accepted Answer

A)  countries. 
B)  zip codes. 
C)  census tracts. 
D)  individual customers. 
E)  none of the above. 
A)  countries. 
B)  zip codes. 
C)  census tracts. 
D)  individual customers. 
E)  none of the above.

Question 12

In one form or another all companies use sales territories, so it is important to understand how territories should be designed.

Accepted Answer

A) True 
 B)False

Question 13

A common quantitative factor on which to design sales territories are the number of present customers in a geographical region.

Accepted Answer

A) True 
 B)False

Question 14

Sales territories are geographic areas assigned to individual salespeople in such a way as to maximize the salesperson's earnings potential.

Accepted Answer

A) True 
 B)False

Question 15

Firms that divide up cities into several sales territories may be using which of the following control units:

Accepted Answer

A)  customers. 
B)  zip codes. 
C)  census tracts. 
D)  Only a and b are correct 
E)  a, b, and c are all correct. 
A)  customers. 
B)  zip codes. 
C)  census tracts. 
D)  Only a and b are correct 
E)  a, b, and c are all correct.

Question 16

The number of current customers per territory is an important design factor because sales managers are interested in new business growth.

Accepted Answer

A) True 
 B)False

Question 17

The primary benefit from using sales territories is:

Accepted Answer

A)  a greater number of salespeople can be hired. 
B)  salespeople have reduced responsibilities. 
C)  Increased sales. 
D)  b and c of the above. 
E)  none of the above. 
A)  a greater number of salespeople can be hired. 
B)  salespeople have reduced responsibilities. 
C)  Increased sales. 
D)  b and c of the above. 
E)  none of the above.

Question 18

It is important to get salesperson input before beginning a major sales territory realignment.

Accepted Answer

A) True 
 B)False

Question 19

For purposes of balancing territory sales potential, the number of existing customers in a territory is often used as a measure of sales potential.

Accepted Answer

A) True 
 B)False

Question 20

The Ringer Company, a manufacturer of decorator doorbells, has hired you as their new sales manager. Management has decided to change from their current open sales organization to one using sales territories. It's up to you to design these territories. In which order will you complete the following steps?
1) Select geographic control unit.
2) Decide on allocation criteria.
3) Choose starting points.
4) Combine adjacent control units.
5) Compare territories on allocation criteria.

Accepted Answer

A)  2, 5, 4, 1, 3 
B)  4, 5, 2, 3, 1 
C)  2, 4, 5, 3, 1 
D)  4, 2, 5, 1, 3 
E)  none of the above 
A)  2, 5, 4, 1, 3 
B)  4, 5, 2, 3, 1 
C)  2, 4, 5, 3, 1 
D)  4, 2, 5, 1, 3 
E)  none of the above

Which of the following are possible criteria used to make territory allocations:

When designing territories, a firm should first select control unites.

An effort should usually be made to equalize territories on size, sales potential, and workload.

Major issues to be resolved when designing sales territories include all of the following except:

Balancing territories on geographic size:

Before deciding on an allocation criteria, you should:

Steps in territory design include all of the following except:

Sales territories can be instrumental in helping to reduce marketing costs.

Assume that you are the new sales manager of IncPot; a school supply manufacturer. IncPot is in the midst of a regional rollout, and it's your responsibility to select a geographic location to serve as an organizing point for a new territory. Which of the following would be your most likely choice?

The workload approach to territory design is usually more suitable in situations where salespeople are on salary.

Which of the following is the most finite geographic control unit used in sales territory alingment:

In one form or another all companies use sales territories, so it is important to understand how territories should be designed.

A common quantitative factor on which to design sales territories are the number of present customers in a geographical region.

Sales territories are geographic areas assigned to individual salespeople in such a way as to maximize the salesperson's earnings potential.

Firms that divide up cities into several sales territories may be using which of the following control units:

The number of current customers per territory is an important design factor because sales managers are interested in new business growth.

The primary benefit from using sales territories is:

It is important to get salesperson input before beginning a major sales territory realignment.

For purposes of balancing territory sales potential, the number of existing customers in a territory is often used as a measure of sales potential.

Introduction to Selling and Sales Management

Strategy and Sales Program Planning

Sales Opportunity Management

Account Relationship Management

Customer Interaction Management

Sales Force Organization

Recruiting and Selecting Personnel

Training

Leadership

Ethical Leadership

Motivating Salespeople

Compensating Salespeople

Evaluating Sales Force Performance

Estimating Potentials and Forecasting Sales

Sales Force Investment and Budgeting

Filters

Exam 15: Territory Design

Which of the following are possible criteria used to make territory allocations:

When designing territories, a firm should first select control unites.

An effort should usually be made to equalize territories on size, sales potential, and workload.

Major issues to be resolved when designing sales territories include all of the following except:

Balancing territories on geographic size:

Before deciding on an allocation criteria, you should:

Steps in territory design include all of the following except:

Sales territories can be instrumental in helping to reduce marketing costs.

Assume that you are the new sales manager of IncPot; a school supply manufacturer. IncPot is in the midst of a regional rollout, and it's your responsibility to select a geographic location to serve as an organizing point for a new territory. Which of the following would be your most likely choice?

The workload approach to territory design is usually more suitable in situations where salespeople are on salary.

Which of the following is the most finite geographic control unit used in sales territory alingment:

In one form or another all companies use sales territories, so it is important to understand how territories should be designed.

A common quantitative factor on which to design sales territories are the number of present customers in a geographical region.

Sales territories are geographic areas assigned to individual salespeople in such a way as to maximize the salesperson's earnings potential.

Firms that divide up cities into several sales territories may be using which of the following control units:

The number of current customers per territory is an important design factor because sales managers are interested in new business growth.

The primary benefit from using sales territories is:

It is important to get salesperson input before beginning a major sales territory realignment.

For purposes of balancing territory sales potential, the number of existing customers in a territory is often used as a measure of sales potential.

Introduction to Selling and Sales Management

Strategy and Sales Program Planning

Sales Opportunity Management

Account Relationship Management

Customer Interaction Management

Sales Force Organization

Recruiting and Selecting Personnel

Training

Leadership

Ethical Leadership

Motivating Salespeople

Compensating Salespeople

Evaluating Sales Force Performance

Estimating Potentials and Forecasting Sales

Sales Force Investment and Budgeting

Filters