Which of the following is a benefit of intensive coverage in a sales territory?

Intensive coverage in a sales territory focuses on developing close personal relationships with customers and ensuring that sales personnel frequently engage with them. This approach allows sales representatives to invest time in understanding the needs, preferences, and behaviors of their customers, leading to stronger customer loyalty and satisfaction. Maintaining these relationships can result in increased sales over time as customers feel more valued and are more likely to return for repeat business.

In contrast, reducing the number of competitors is typically not a direct benefit of coverage intensity but rather a factor influenced by market dynamics. Limiting sales to a single customer would counteract the goal of broadening market presence and fostering multiple customer relationships. Additionally, intensive coverage is more about maximizing customer interaction rather than increasing travel time, which is generally seen as a downside. Therefore, the benefit of relationship building stands out as a primary advantage of implementing an intensive coverage strategy in sales territories.