You are a senior analyst in the sales and finance group at an auto parts company. Your boss has asked you to complete a project that examines the following:
The sales potential for several different census tracts
Customer density and distribution in the different census tracts
Based on the information you are collecting, what element of sales force management is your boss focused on?
salesperson compensation
salesperson motivation
sales force training
determining sales territories
recruiting and selecting salespeople
Answer: determining sales territories