All of the following are consequences of ineffective territory design except
A) a salesperson might get frustrated because there is little potential for generating additional sales in his or her territory.
B) the firm could lose sales opportunities because of a lack of selling attention.
C) a salesperson may not be motivated to develop the potential of the territory and instead merely "skim the cream" from the best accounts.
D) all salespeople have equal opportunities for generating sales and profits.
E) too much sales effort being expended for the level of sales opportunity that exists.

Question

Quizplus · Accepted Answer

The other four options (A, B, C, and E) are all potential consequences of ineffective territory design, while D is not a consequence. Effective territory design should result in equitable opportunities for salespeople based on the potential of their respective territories, but not necessarily equal opportunities for all salespeople regardless of their territories.

All of the Following Are Consequences of Ineffective Territory Design