University of Central Florida (UCF) MAR4418 Strategic Sales Force Management Exam 2 Practice

The ideal goal when designing sales territories is to ensure that districts are equal in sales potential and workload for representatives. This approach leads to a more balanced distribution of opportunities among the sales team, allowing each representative to perform optimally without being overburdened or underutilized.

Ensuring equality in sales potential and workload allows for fair competition among sales representatives, fosters motivation, and supports overall team morale. When each representative has a comparable opportunity to succeed, it enhances the likelihood of achieving organizational sales goals and maintains a more effective sales force.

In contrast, focusing solely on geographic distribution may ignore the variations in potential sales across different areas. Similarly, while maximizing total revenue can be an appealing goal, it does not account for the fairness and balance of opportunities for each representative. Minimizing communication among sales reps could lead to information silos and hinder collaboration, which is essential for a cohesive sales strategy.