Sales managers should select as small a control-unit as possible in establishing sales territories for all of the following reasons except
A) it aids in pinpointing the exact geographical location of sales potential
B) it makes adjusting the territories much easier
C) it decreases the number of salespeople needed to cover the total market
D) all of the above

Question

Quizplus · Accepted Answer

Selecting a smaller control-unit does not necessarily decrease the number of salespeople needed; it may actually require more salespeople to cover the market effectively.

Sales Managers Should Select as Small a Control-Unit as Possible