What is meant by zoning, and how does it help salespeople achieve sales goals?
What will be an ideal response?
Zoning means dividing a territory into zones, based on ease of travel and concentration of customers, to minimize travel time and involves locating concentrations of accounts on a map. Zoning works best for compact territories or for situations in which salespeople do not call regularly on the same accounts. Calling on customers that are in a relatively small area minimizes travel time between calls. Salespeople can also combine zoning with routing, using a circular approach within a zone, for example. When zones are designed properly, travel time between accounts should be minimal.
You might also like to view...
Which statement does not support the claim that an unconditioned ethical directive such as the one the economic model of corporate social responsibility demands of business management is inappropriate for utilitarian theory?
A. It is claimed that once market failures are adequately addressed by the government, business just needs to obey the law that addressed them. Business, however, has the ability to inappropriately influence government policy and the law. B. Markets can work to prevent harm only by first-hand experience with harms that have to occur before they can be remedied. C. Business has the ability to influence consumers' desires by helping shape those desires through advertising. D. A more precise formulation of a utilitarian-based principle would be to maximize profit whenever doing so produces the greatest good for the greatest number, with the proviso that managers must consider the impact a decision will have in many ways other than merely financial.
Which of the following types of leaders gets people to transcend their personal needs for the sake of the group or the organization?
A. Persuasive leaders B. Transformational leaders C. Democratic leaders D. Chaotic leaders E. Autocratic leaders
Please provide an overview of the major issues a compensation package for expatriates should address.
What will be an ideal response?
Bank loan officers would find which of the following budgets to be most important in determining whether or not to give a company a loan?
A) sales budget B) production budget C) budgeted income statement D) budgeted balance sheet E) cash budget