University of Central Florida (UCF) MAR3391 Professional Selling Practice Exam 1

The main advantage of having a sales territory plan lies in its ability to help allocate resources efficiently. When sales territories are clearly defined and organized, it allows sales organizations to strategically assign their sales personnel and resources in a manner that maximizes coverage and minimizes overlap. This means that sales teams can focus their efforts on specific geographical areas or market segments, which leads to better customer engagement and personalized service.

Additionally, a well-structured sales territory plan can enhance the productivity of sales representatives by allowing them to develop in-depth knowledge of their assigned areas, understand customer needs better, and build stronger relationships. This targeted approach can improve sales outcomes and increase overall efficiency within the sales team.

In contrast, the other options do not accurately represent the advantages of having a sales territory plan. Complicating sales strategies, decreasing competition among salespersons, or eliminating the need for customer research do not align with the primary purpose of a well-thought-out territory plan.