Chapter 14 1. Which of the following is a reason enough for a company to develop sales territories? The firm wants to allow better matching of salesperson to customer's needs . 2. One of the seven key elements of proper time and territory management for the salesperson is: Account analysis 3. The undifferentiated selling approach is used when the Target market is homogeneous 4. Under the ____ selling approach, the same sales presentation may be used in selling an entire product line. Undifferentiated 5. Salespeople using the _____ approach recognize their territories contain accounts with heterogeneous needs and differing characteristics that require different selling strategies. account segmentation 6. _____ means using more than one criterion to characterize an organization's accounts. Multivariable account segmentation 7. "To increase the product assortment purchased by current customers by two percent during the next three months," is an example of a(n): account objective 8. Which of the following is one of the seven basic factors to be considered in the allocation of a salesperson's Return on time invested 9. The difference between sales and _____ is the gross profit on sales revenue. costs of goods sold 10.