Instead of geographical characteristics, firms may see benefits in assigning territories based on customer relationships. In so doing, the following relationship characteristics is not appropriate:
A) Trust between customers and sales reps is critical
B) closeness between customers and sales reps is critical
C) opportunistic behavior between customers and sales reps is critical
D) customers characterized as best buyers

Question

Quizplus · Accepted Answer

Opportunistic behavior is generally not considered appropriate or beneficial in customer relationships, as it can lead to mistrust and damage long-term relationships.

Instead of Geographical Characteristics, Firms May See Benefits in Assigning