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Management of a Sales Force, 11/e

Rosann Spiro, Indiana University
William J. Stanton, University of Colorado
Gregory A. Rich, Bowling Green State University

Sales Territories

Chapter 13 Multiple Choice Quiz


1	Which of the following is not a territorial control unit?
		A)	State
		B)	Metropolitan statistical area
		C)	Zip-code area
		D)	Population
		E)	City


2	A disadvantage of using states as a control unit is that:
		A)	states are too small
		B)	customers often ignore state lines when purchasing goods
		C)	statistical market data are not readily available at the state level
		D)	the practice is complex, expensive, and inconvenient
		E)	All of the above


3	The first step in the buildup method is to:
		A)	determine optimal call frequencies
		B)	draw boundary lines
		C)	determine sales potential for the entire market
		D)	determine sales potential for in each control unit
		E)	None of the above


4	The first step in the breakdown method is to:
		A)	determine optimal call frequencies
		B)	draw boundary lines
		C)	determine sales potential for the entire market
		D)	determine sales potential for in each control unit
		E)	None of the above


5	A geographical information system (GIS) consists of:
		A)	software
		B)	hardware
		C)	data
		D)	trained people
		E)	All of the above


6	_____________ is when a salesperson sells to a customer that is in another salesperson territory.
		A)	Call frequenting
		B)	Buildup
		C)	Claim jumping
		D)	Routing
		E)	None of the above


7	When done correctly, routing should
		A)	reduce travel expenses
		B)	allow reps to better manager their time
		C)	increase the likelihood that all customers get regularly serviced
		D)	increase sales
		E)	All of the above


8	Routing makes the most sense when call frequencies are:
		A)	infrequent
		B)	regular
		C)	highly value-added
		D)	equal to workload capacity
		E)	All of the above


9	Once territories are established, sales managers should:
		A)	seldom - if ever - revise them
		B)	revise them regularly as companies and markets change
		C)	regularly rotate salespeople through each territory
		D)	encourage claim jumping
		E)	Both A and C are correct

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