Which of the following statements concerning the allocation of selling effort to accounts is false?
A) It is one of the most important deployment decisions.
B) Salesforce size and territory decisions are based on this allocation decision.
C) Determining how much selling effort to allocate to individual accounts is an extremely important strategic decision.
D) Selling effort is a major determinant of account sales and a major element of account selling costs.
E) Territories are always assigned an equal number of sales calls.

Question

Quizplus · Accepted Answer

Territories are not always assigned an equal number of sales calls as the allocation of selling effort to accounts is based on various factors such as the potential of the account, the buying behavior of the customer, and the salesperson's ability to influence the account's decision-making process. Therefore, it is not a standard practice to assign an equal number of sales calls to all territories.

Which of the Following Statements Concerning the Allocation of Selling