Author Question: Before salespeople can establish effective territory routing plans, they must know the required call ... (Read 145 times)

kwoodring · **on:** Jun 28, 2018

Before salespeople can establish effective territory routing plans, they must know the required call frequency for each account.

Indicate whether the statement is true or false

Question 2

Lansing Motor Works produces a line of precision motors. Based on feedback from the sales force, management has learned that one of their new motors is especially well-suited to high-speed packaging systems. The new motor requires less maintenance and has a longer useful life than competing offerings. Lansing Motor Works is now concentrating on this segment. This provides an illustration of segmentation on the basis of:
A) usage rate.
B) purchasing strategy.
C) size of firm.
D) value-in-use.
E) organizational innovativeness.