If a manager tries to form territories with equal sales potential, the territories will usually be unequal in geographic size; this will cause the salespersons with larger territories to A)develop larger income potentials. B)have to work longer and harder to generate a certain sales volume. C)work about the same amount, since potential is the same. D)have much larger sales than those salespeople with smaller territories.

If a manager tries to form territories with equal sales potential, the territories will
usually be unequal in geographic size; this will cause the salespersons with larger
territories to
A)develop larger income potentials.
B)have to work longer and harder to generate a certain sales volume.
C)work about the same amount, since potential is the same.
D)have much larger sales than those salespeople with smaller territories.
by

1 Answer

Answer :

B)have to work longer and harder to generate a certain sales volume.
by

Related questions

A common practice in evaluating a salesperson is for sales management to compare the salesperson's performance with the performance of other salespersons operating under similar selling conditions or to compare A)the size of sales territories. B)selling expenses with sales by various members of the sales force. C)the amount of new business generated. D)current performance with past performance.

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Last Answer : D)current performance with past performance.

Cleo Davis sets forth one major condition when her firm's sales managers sit down to reallocate accounts into sales territories: "It is an absolute necessity that the sales potentials of the territories we establish be A)equal." B)measurable." C)consistent." D)the same as before."

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Last Answer : B)measurable."

Sales objectives for individual salespersons can be stated using several terms. Which of the following would LEAST likely be used for stating an individual salesperson's goal? A)Unit volume sales B)Average order size C)Ratio of profits relative to number of sales calls D)Average number of calls per time period

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Last Answer : C)Ratio of profits relative to number of sales calls

Which of the following is not the reason for greater susceptibility of smaller sensory fibres to blockade by local anaesthetics than larger motor fibres: A. Sensory fibres are inherently more sensitive than motor fibres B. More slender fibres have shorter internodal distances C. Small sensory fibres generate higher frequency longer lasting action potential D. Smaller fibres have shorter critical lengths for blockade

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Sometimes resellers are offered a temporary price reduction for purchasing specified quantities of a product. Such offers are used to provide them with an incentive to handle a new product, to achieve a temporary price reduction, or to stimulate the purchase of an item in quantities that are considered larger than those usually purchased. What is this sales promotion? A)Push money B)Buy -back allowance C)Buying allowance D)Money -off offer

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Many food brokers are more accurately described as manufacturers' agents because they A)handle food products from a single manufacturer. B)provide assistance in grading, negotiating, and inspecting foods. C)have specialised knowledge of a particular commodity. D)provide services on a somewhat permanent basis and operate in specific geographic territories. E)charge higher commissions than most other brokers.

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Sales promotion is best defined as a(n) A)activity and/or material used as a direct inducement to resellers, salespersons, or consumers. B)advertising and publicity campaign. C)cyclical activity aimed at producing short -run effects on sales. D)activity and/or material used in personal selling.

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An activity and/or material that offers added value or incentive to resellers, salespersons, or consumers is: A)advertising. B)personal selling. C)publicity. D)sales promotion.

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Henry hears one of his senior salespeople spreading rumours about the drinking problems experienced by a competitor's sales representative. When they get out to the car, Henry asks the perpetrator how she would feel if such information was being spread about her personal life.Henry's response is most consistent with which one of the following moral philosophies? A)Ethical formalism B)Relativism C)Humanitarianism D)Opportunism E)Conscious rationalism

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Most specifically, marketing strategy: A)is concerned with key decisions required to reach an objective VU Cafeteria B)encompasses selecting and analysing a target market and creating and maintaining an appropriate marketing mix C)expands geographic boundaries of markets to serve larger geographic areas D)involves determining the direction and objectives of marketing management

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Personal selling tries to achieve three general goals: finding prospects, convincing prospects to buy, and A)monitoring new products being developed. B)being aware of competitors' sales activities. C)depending on one -sale customers. D)avoiding repeat sales. E)keeping customers satisfied.

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A first order reaction requires two unequal sized CSTR. Which of thefollowing gives higher yield?(A) Large reactor followed by smaller one(B) Smaller reactor followed by larger one(C) Either of the arrangement (A) or (B) will give the same yield(D) Data insufficient, can't be predicted

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Which of the following statements is considered a disadvantage of the straight commission compensation method? A)It necessitates closer supervision of a salesperson's activities. B)It may be difficult to administer. C)Selling costs are less predictable. D)It provides no incentives.

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Advertising that encourages consumers to send in cards for additional information aids salespersons in achieving which goal of personal selling? A)Convincing prospects to buy B)Finding prospects C)Keeping customers satisfied D)Making the presentation E)Following up the sale

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Which one of the following statements is not correct? A Since voltage depends on concentrations, using standard conditions makes it easier to compare different electrochemical reactions. B We have to measure the cell potential to obtain the difference in potential energy because the potential of half-reactions cannot be measured directly. C The direction of a redox reaction can only be determined experimentally. D Half-cell potentials for half-reactions are determined by combining the relevant half-cell with a standardised half-cell.

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Vauxhall Motors is producing a new van with four-wheel drive Which one of the following would be a likely variable for segmenting the market for this new model? A)Religion B)Geographic location C)Income D)Political views

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A culture can be divided into subcultures according to A)personality characteristics. B)the motives that people have for their behaviour. C)geographic regions or human characteristics, such as age or ethnic background. D)geographic regions and income levels. E)the information to which consumers allow themselves to be exposed.

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or a given spray sample: A. The volume median diameter (VMD) is equal to number median diameter (NMD). B. The VMD is less than the NMD. C. The VMD is larger than the NMD. D. None of the above.

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Jose Suarez has been promoted to sales manager at a new firm and is trying to come up with a sales -force compensation method. He would like to have selling expenses relate directly to sales resources, a highly aggressive sales force, and minimization of nonselling tasks. What compensation method(s) would best fulfill his requirements? A)Combination B)Straight salary C)Straight salary plus generous fringe benefits D)Straight commission E)Salary plus a bonus

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Anna Wren, sales manager for Nordic Lumber, tells the firm's inventory manager that failure to have adequate supplies of pressure -treated lumber on hand has cost the firm £175,000 in lost sales. This figure would be used as a component management figures? A)Carrying costs B)Replenishment costs C)Stockout costs D)Safety stock costs E)Reorder costs

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