CSE CSE Territory Management & Account Planning

Question 1

What is the PRIMARY goal of sales territory design?

Accepted Answer

Ensuring balanced workload and revenue opportunity across all sales reps

Answer

Minimizing the number of sales representatives needed

Answer

Reducing travel expenses for the sales team

Answer

Aligning territories with marketing campaign regions

Question 2

Which factor is MOST important when segmenting accounts for territory planning?

Accepted Answer

Account revenue potential and strategic fit

Answer

Account age in the CRM system

Answer

Alphabetical order of company names

Answer

Number of employees in the sales region

Question 3

What is a whitespace analysis in account planning?

Accepted Answer

Identifying untapped revenue opportunities within existing accounts or markets

Answer

A review of a company's website design

Answer

Analyzing the margins on current product offerings

Answer

Mapping competitor presence in a sales territory

Question 4

A tiered account model (e.g., Tier 1, Tier 2, Tier 3) in territory management is used to:

Accepted Answer

Prioritize sales effort and resource allocation based on account value and potential

Answer

Rank accounts by how long they have been customers

Answer

Determine which accounts should be transferred to channel partners

Answer

Schedule customer visits in geographic order

Question 5

Which metric is BEST used to evaluate the productivity of a sales territory?

Accepted Answer

Revenue generated per sales rep relative to territory potential

Answer

Number of customer complaints in the territory

Answer

Total number of accounts assigned to the territory

Answer

Average product discount rate applied in the territory

Question 6

What is the MAIN advantage of geographic territory alignment over industry-based alignment?

Accepted Answer

It reduces travel time and costs by clustering accounts in physical proximity

Answer

It allows reps to develop deep industry expertise

Answer

It enables reps to build stronger executive relationships

Answer

It simplifies quota-setting based on industry growth rates