CSE CSE Territory Management & Account Planning 1

Question 1

What is the PRIMARY goal of sales territory design?

Accepted Answer

Ensuring balanced workload and revenue opportunity across all sales reps

Answer

Effective territory design distributes accounts and prospects equitably so each rep has a comparable opportunity to achieve quota without being over- or under-loaded.

Question 2

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

Accepted Answer

Account revenue potential and strategic fit

Answer

Segmenting by revenue potential and strategic fit ensures that high-value accounts receive appropriate coverage and that territory assignments maximize return on sales effort.

Question 3

What is a whitespace analysis in account planning?

Accepted Answer

Identifying untapped revenue opportunities within existing accounts or markets

Answer

Whitespace analysis identifies unaddressed needs, divisions, or product gaps within existing accounts or markets that represent new revenue growth opportunities.

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

Tiering accounts by current revenue and growth potential allows sales teams to allocate more time and resources to high-value accounts while managing lower-tier accounts more efficiently.

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

Measuring revenue generated against the estimated territory potential reveals how effectively a rep is capturing available market opportunity in their assigned area.

CSE - Certified Sales Executive Practice Test

CSE - Certified Sales Executive Practice Test

CSE CSE Territory Management & Account Planning 1