Could you please help me in understanding the following question and the correct answer for it.
Universal Containers is planning to hire more sales representatives in response to three consecutive quarters of rapid growth. To optimize their sales impact, the sales management team wants to develop a better sales territory structure.
Which two data points should the sales management team consider when developing the new sales territories? Choose two answers.
a. Attributes needed to segment and categorize customers.correct
b. Distance between customer headquarters and their sales representatives
c. Average number of customers managed by a sales representative.
d. Number of currencies needed to support each sales territory.
Many thanks.
2 Antworten
Hi Tanya!
Territory Management is a very powerful tool and helpful whenever you would like to "split" your organization. Territories can be based on geography or other attributes, such as value of the customer or product lines or whatever makes sense to an organization. This is why answer a) is correct. Whoever plans to introduce Territory Management would be well advised to make a plan of how it should be divided. c) is the other correct answer, because a purpose of introducing territories would be to ensure an even and manageable balance of customers (and subsequently workload) across the team. The question also states that UC is planning to hire new reps, so they will need to make a plan to adjust the workload. b) and d) may be valid considerations for other cases, just not for this one around territory management. Currencies are setup independently of territories and distance from headquarter doesn't really make sense, unless sales reps need to report to hq personally and this would take a considerable amount of time off them. Since the question doesn't say anything about it, let's assume they work from their respective local offices with a fabulous cloud based CRM software :)
Hope this helps!
Anne
