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IF A COMPANY MADE A TERRITORIAL VOLUME ANALYSIS AND FOUND SOME SUBPAR TERRITORIES, HOW MIGHT THESE...

IF A COMPANY MADE A TERRITORIAL VOLUME ANALYSIS AND FOUND SOME SUBPAR TERRITORIES, HOW MIGHT THESE FACTS AFFECT THE FOLLOWING ACTIVIITIES RELATING TO SALESPEOPLE? (not multiple choice)

A. SUPERVISION

B. COMPENSATION

C. TRAINING

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Answer #1

When there are subpar territories where the products are sold in lower volumes, below is how the salespeople activities can be planned -

A) Supervision - Salespeople can be supervised and continuously monitored for the activities and promotions that are being undertaken in the subpar territories based on which the improvements can be done.

B) Compensation - Increasing sales in challenging territories should be rewarded by an increase in incentives.

C) Training - Specific training regarding consumer behavior and buying patterns, communication related training, product and market based training etc. need to be provided for the salespeople that will help increase the sales.

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