Territories A and B are right next to each other. Aaron Andrews is assigned to sales territory

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Territories A and B are right next to each other. Aaron Andrews is assigned to sales territory A, which is so large that Andrews cannot call on all the customers on a regular basis. Bob Burton is assigned to sales territory B, which is so small that Burton can adequately cover it by working only four days a week. Discuss the pros and cons of moving part of territory A into territory B in order to make them equal with respect to workload and potential.

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Management Of A Sales Force

ISBN: 115070

12th Edition

Authors: Rosann Spiro , William Stanton , Gregory Rich

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