What does the term "claim jumping" refer to in sales?

The concept of "claim jumping" in sales specifically refers to the scenario in which a salesperson makes a sale to a customer that is considered to be within another salesperson's designated territory or account. This practice is generally viewed as unethical because it undermines the efforts and ownership that a salesperson has over their assigned territory and the relationships they have built with their clients.

When a salesperson infringes upon another’s territory, it can lead to conflicts, decreased morale, and a breakdown of trust among the sales team. It is essential for the harmony of a sales organization to respect designated territories, as this enables salespeople to develop and manage their client relationships effectively.

The other options describe different sales strategies and practices but do not align with the specific definition of claim jumping. Offering discounts to compete or focusing on high-value clients pertains to sales tactics and strategy, while transitioning customers refers to account management procedures, none of which fit the description of directly violating territory boundaries.