A drawback to organizing the sales force in a geographical specialization is that:
A)customers may get called on by multiple reps from the same selling firm.
B)it results in more travel time for each sales rep.
C)it leads to uneven coverage of the market.
D)there is usually no specialization of marketing activities.
E)All of these are drawbacks.

Question

Quizplus · Accepted Answer

In geographical specialization, sales reps are assigned specific territories, which minimizes travel time and ensures market coverage. However, it limits the specialization of marketing activities as reps focus on a broad range of products rather than specializing in specific ones.

A Drawback to Organizing the Sales Force in a Geographical