If a manager tries to form territories with equal sales potential, the territories will usually be unequal in geographic size; this will cause the salespeople with larger territories to
a) develop larger income potentials.
b) have to work longer and harder to generate a certain sales volume.
c) work about the same amount, since potential is the same.
d) have much larger sales than those salespeople with smaller territories.
e) be limited to a smaller income potential.
Answer: b) have to work longer and harder to generate a certain sales volume.